Job Description
Job Title: Sales Manager – Mortgage LAP
Function / Department: Retail
Department Head: Business Head
Reporting Manager: Area Sales Manager
Contribute to the growth of location business by sourcing new customers either through channels or by own sourcing, complemented by the quality of sourcing reflected in delinquency and run-offs. Part of the role also demands him to contribute to the revenue by doing LI.
Business and Financial Management
Delivery in Volume
Percentage payout to channel
Insurance Achievement
Delinquency
Customer Focus
Possession of database of salaried and self-employed customers
Portfolio Management
People / Team
No. of DSA which are active vs inactive
No. of PPC’s which are productive vs unproductive
Process / Quality Improvement
Adherence to process and quality manifested in a Login to Conversion ratio of 60%
No. of rejects due to non-adherence in providing documents while logging in
Identification and development of Channels.
Supervision of Channels through regular visits.
Possess database of all the schools, colleges, industries and potential bases for salaried business.
Create awareness in the market through direct or indirect marketing activities.
Track competition in terms of rates, proposals and policy.
Gathering and building on references.
Constantly monitor the quality of the portfolio and performance.
Provide regular updates and training to DSA’s and channels on products and policies.
Provide solutions to issues faced and ideas which can lead to more business generation.
Ensure payouts to channels are on-time and audited.
Ensure visits to DSA’s are regularly undertaken and reviews done.
Maintain a productive pipeline.
Build and maintain a steady relationship with customers.
Attract channels which do business for other competitors.
Weed out unproductive channels.
Ensure Login to Conversion ratio is maintained at 60%.
Ensure 100% of the proposals are given LI.
Have a concrete understanding of the Mortgage policy in terms of documents required and process to be followed.
Ensure all the cases are legally cleared before disbursing the case.
Ensure delinquency is within the norms and provide adequate support to the collection team as and when required.
Identify and groom DSA / channels specializing in Salaried and Self-Employed businesses.
Ensure delivery is spaced out through the month rather than accumulation towards month end.
Ensure all documents are given at the time of login to help Risk in taking a decision on the case.
Pre-screening of documents before login.
Present cases for rate waivers and follow up on approvals.
Ensure rejection percentage is below the threshold set.
Where required, provide for re-look of rejected cases.
Liaise with the Risk team to do PD in every case.
Meet at least 3 new customers every day.
Geography: Entire city
Businesses / Business Marketing
Premises & Admin
Creative Agencies
Media Agencies
Event Management Agencies
Activation Agencies
Achievement Orientation
Commitment
Conscientiousness
Legal Understanding
Product Understanding
Ability to present a case basis the policy
DSA / Channel Management
a) Having handled DSA’s before
b) Understanding of Mortgage business
c) Knowledge of local market conditions
d) Competitor knowledge
e) Knowledge of channels servicing the different financial institutions
f) Fundamental legal documentation understanding
Relevant Experience: 6–10 years
Education: Graduate