Branch Sales Manager

Job Description: Branch Sales Manager HL/LAP (Affordable Housing)

Department: Sales – Home Loan (HL) / Loan Against Property (LAP)
Designation: Branch Sales Manager
Product Segment: Affordable Housing Finance
Reporting To: Area Sales Manager / Regional Sales Manager
Location: Mumbai, Navi mumbai

Job Purpose

To drive business growth for Home Loans (HL) and Loan Against Property (LAP) in the affordable housing segment by managing branch sales, developing sourcing channels, building strong relationships with DSAs and connectors, and ensuring quality loan sourcing in line with company policies and business targets.

Key Responsibilities

1. Business Development & Sales

• Achieve monthly and quarterly sales targets for Home Loans and Loan Against Property.
• Drive business growth across the affordable housing customer segment, including self-employed and salaried customers.
• Generate quality leads through direct sales, DSAs, connectors, builders, brokers, and other local referral channels.
• Identify new business opportunities and expand the branch's market presence.
• Ensure achievement of login, approval, sanction, and disbursement targets.

2. Channel Management

• Build, manage, and strengthen relationships with DSAs, connectors, property dealers, builders, and other sourcing partners.
• Recruit new channel partners and activate existing partners to improve business sourcing.
• Conduct regular partner meetings and market visits to generate business.
• Monitor channel productivity, conversion ratios, and sourcing quality.

3. Team Management

• Manage and guide the branch sales team to achieve assigned business targets.
• Set individual sales targets and monitor daily performance.
• Conduct regular team meetings, pipeline reviews, and performance discussions.
• Coach team members on product knowledge, customer handling, sales productivity, and sourcing quality.
• Support recruitment, onboarding, and development of sales executives.

6. Portfolio Quality & Compliance

• Ensure quality sourcing and minimize fraud, documentation deficiencies, and policy deviations.
• Verify the authenticity of customer information and sourcing credentials.
• Adhere to KYC, AML, regulatory requirements, and company policies.
• Monitor early delinquency trends in coordination with the collections team and support portfolio quality initiatives.
• Ensure ethical sales practices and complete transparency in customer communication.

7. MIS & Reporting

• Maintain daily sales trackers, login pipelines, sanction reports, and disbursement MIS.
• Review lead conversion, channel productivity, team performance, and business achievement.
• Submit periodic business updates and market intelligence reports to management.
• Track competitor activities, pricing, products, and local market developments.

Eligibility Criteria

• Education: Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.
• Experience: Typically 3–6 years of experience in housing finance, NBFC, or retail lending sales, including relevant team-handling experience.
• Product Knowledge: Hands-on experience in Home Loans and/or Loan Against Property; affordable housing finance experience preferred.
• Team Handling: Experience managing sales executives and sourcing channels.
• Market Knowledge: Good understanding of the local property market, customer profiles, and DSA/connector networks.

Required Skills

• Sales planning and target achievement
• Team leadership and performance management
• DSA and connector relationship management
• Customer acquisition and market development
• Loan sourcing and pipeline management
• Negotiation and communication skills
• Basic credit assessment and documentation knowledge
• MIS reporting and analytical skillsRole & responsibilities

Preferred candidate profile