Area Sales Manager

Role & responsibilities-

Job Description: Area Sales Manager LAP (DSA Channel)

Department: Sales – Loan Against Property (LAP)
Designation: Area Sales Manager (ASM)
Channel: Direct Selling Agent (DSA)
Reporting To: Regional Sales Manager / Zonal Sales Manager
Location: As per business requirement

Job Purpose

To drive Loan Against Property (LAP) business through the DSA channel by managing and developing a team of sales professionals, building strong relationships with DSAs, sourcing quality loan proposals, and achieving business targets while ensuring compliance with company policies and credit guidelines.

Key Responsibilities

1. Sales & Business Development

• Achieve monthly and quarterly LAP business disbursement and sourcing targets.
• Develop new business opportunities through the DSA channel.
• Identify, appoint, activate, and manage DSAs to expand market reach.
• Build relationships with property brokers, connectors, financial advisors, and other referral partners.
• Drive business growth across the assigned geographical area.

2. Team Management

• Manage, guide, and motivate the DSA sales team to achieve business objectives.
• Set individual sales targets and monitor daily, weekly, and monthly performance.
• Conduct regular team meetings, sales reviews, and performance discussions.
• Support team members in lead generation, customer meetings, login conversion, and disbursement.
• Train team members on LAP products, eligibility criteria, documentation, and sales processes.

3. DSA Relationship Management

• Develop and maintain strong relationships with existing and prospective DSAs.
• Ensure regular engagement and business activation of mapped DSAs.
• Monitor DSA productivity, lead quality, conversion ratios, and business contribution.
• Resolve DSA-related operational issues in coordination with internal teams.
• Ensure adherence to agreed commercial terms and company policies.

4. Loan Sourcing & Pipeline Management

• Drive quality LAP sourcing from self-employed and eligible salaried customers, as per the lender's product policy.
• Monitor the complete sales funnel, including leads, login, credit approval, sanction, and disbursement.
• Coordinate with credit, operations, legal, technical, and collection teams for timely processing.
• Ensure proper customer profiling, income assessment, property details, and documentation.
• Track pending cases and take corrective action to improve turnaround time and conversion rates.

5. Market Intelligence & Expansion

• Analyze local market potential, competitor offerings, pricing, and customer demand.
• Identify new DSA opportunities and underserved business locations.
• Prepare area-wise business plans and execute strategies to increase market share.
• Provide regular market feedback and sales performance reports to management.

6. Compliance & Portfolio Quality

• Ensure compliance with KYC, AML, regulatory requirements, and internal lending policies.
• Maintain high standards of sourcing quality and customer transparency.
• Prevent mis-selling, document manipulation, and policy deviations.
• Monitor early delinquency and portfolio quality indicators in coordination with the relevant teams.
• Ensure all loan cases are sourced ethically and in accordance with company guidelines.

7. Reporting & MIS

• Submit daily sales reports, weekly pipeline updates, and monthly performance reports.
• Track DSA-wise, employee-wise, and area-wise sourcing and disbursement.
• Monitor login-to-sanction and sanction-to-disbursement conversion ratios.
• Maintain accurate sales forecasts, business plans, and productivity reports.

Required Qualifications

• Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.
• Relevant experience in LAP, secured lending, mortgage loans, or MSME lending.
• Experience in DSA channel sales and team handling is preferred.
• Strong knowledge of loan sourcing, property-backed lending, and sales processes.

Experience Required

• 4–8 years of overall experience in financial services or lending.
• Minimum 2–3 years of relevant experience in LAP/secured lending.
• Prior experience managing a sales team and DSA channel is preferred.

Required Skills

• Team leadership and people management.
• DSA acquisition and relationship management.
• Business development and target achievement.
• Knowledge of LAP products, credit policies, and loan documentation.
• Sales pipeline and conversion management.
• Negotiation, communication, and problem-solving.
• MIS reporting and analytical skills.
• Coordination with credit, operations, legal, and technical teams.

Key Performance Indicators (KPIs)

• Monthly LAP sourcing and disbursement achievement.
• Number of active and productive DSAs.
• New DSA acquisition and activation.
• Team productivity and target achievement.
• Login-to-sanction and sanction-to-disbursement conversion.
• Average ticket size and quality of business sourced.
• Turnaround time and pending case management.
• Early delinquency and portfolio quality.
• Compliance with internal policies and regulatory requirements.

Ideal Candidate Profile

The ideal candidate should be a target-oriented sales professional with strong experience in LAP or secured lending, proven DSA channel management capabilities, and the ability to lead a team, develop business relationships, and deliver sustainable business growth across the assigned territory.