Area Head Sales

Role & responsibilities

Business Delivery

• Achieve monthly, quarterly, and annual targets for Login, Sanction, and Disbursement.
• Drive sourcing of Home Loans, Loan Against Property (LAP), and other mortgage products.
• Develop and execute sales strategies to increase market share within the assigned territory.
• Ensure sustained business growth while maintaining profitability and portfolio quality.

Team Leadership & Management

• Lead and manage a team of Sales Managers across multiple branches/locations.
• Oversee DST teams and ensure optimum productivity and target achievement.
• Conduct regular performance reviews, field visits, coaching, and mentoring sessions.
• Build a high-performance and customer-centric sales culture.

DST & Channel Development

• Recruit, train, and manage DST resources across the area.
• Develop productive sourcing channels through:
• DST Teams
• DSAs
• Connectors
• Builders
• Property Consultants
• Referral Networks
• Monitor channel productivity and implement corrective actions where required.

Productivity & Performance Monitoring

• Track branch-wise and manager-wise sales productivity.
• Review funnel management, conversion ratios, and disbursement efficiency.
• Drive higher employee productivity through structured sales planning and market coverage.

Recruitment & Talent Development

• Hire and onboard Sales Managers and DST team members.
• Develop succession pipelines for key sales positions.
• Ensure timely training and capability enhancement of the sales team.

Stakeholder Management

• Collaborate with Credit, Operations, Legal, Technical, Risk, and Collections teams.
• Resolve processing bottlenecks and customer escalations.
• Ensure seamless customer experience from sourcing to disbursement.

Portfolio Quality & Compliance

• Ensure adherence to company policies and regulatory requirements.
• Monitor delinquency and portfolio health.
• Promote ethical sales practices and compliance discipline across the team.

Market Intelligence

• Monitor competition, market trends, and customer preferences.
• Provide regular market feedback to senior management.
• Identify new business opportunities and emerging markets.

Preferred candidate profile

• 8-15 years of experience in Mortgage, Home Loan, LAP, or Housing Finance sales.
• Minimum 3-5 years of experience managing Sales Managers and large DST teams or DSA's
• Strong exposure to affordable housing, open market sourcing, DSA, builder, and connector channels.
• Experience handling multi-branch operations is preferred.