Mortgage Sales Manager

Sales Manager, Rural Mortgage - Alternate Channel
Sales Manager, Rural Mortgage - Alternate Channel
Job Title
Function / Department
Department Head
Reporting Manager
Rural/Secured Sales
National Sales Manager
Territory Sales Manager Mortgage, Rural
Purpose of the Job:
Sales Manager, Rural Mortgage - Alternate Channel is an individual contributor responsible for driving
secured lending business through a network of external connectors in rural markets. The incumbent will
identify, onboard, activate, and manage connector relationships to generate a consistent pipeline of
Micro LAP and High-Ticket LAP cases. The role is purely focused on with no collection responsibilities.
Describe the KPIs against each perspective
Perspective
Key Performance Indicators
Business and Financial Management

Generate business volumes through the Connector
Network, focusing on customer acquisition for loans
between 10-50 Lakhs ticket size

Drive monthly sales productivity and achieve
disbursement targets
Maintain a minimum productivity of 3 booked units per
month through connector-sourced business.
Conduct connector meets and customer engagement
activities to enhance visibility and lead generation.
Customer engagement for document completion
Attending customer queries & resolution in TAT
Actively co-ordinate with the Risk, Ops, Legal and
Valuers for the closure within time frame.
Co-ordinate with the concerned teams to ensure
closure on disbursal.
Customer Focus

People / Team

Process / Quality Improvement
Adherence to Company process on sourcing,
disbursement, collection
SCOPE & DISCRETION (Span of control)

NA
Total no. of employees supervised with details

Grade
Nos.
O1 to 02
M1 to M3
NA
SM1 to SM3
NA
NA
Total
:
Self-deliverables
The most important tasks performed on an individual basis without involving subordinates are
Sl No
Tasks Performed

Conduct market mapping of villages, mandals, towns, and business clusters.
Identify potential connectors such as property brokers, accountants, local
influencers, traders, commission agents, insurance advisors, vehicle dealers,
CSC operators, and business correspondents.

Meet a minimum of 57 prospective connectors daily.
Evaluate connector quality based on network strength and lead generation
capability.

Complete onboarding documentation and due diligence.
Create and maintain a connector database.
Conduct induction sessions for newly onboarded connectors on products,
eligibility norms, and documentation requirements.

Ensure at least 7080% of onboarded connectors remain active every month.
Maintain a sufficient lead pipeline to deliver monthly productivity.
Ensure timely login of sourced cases.
Coordinate with credit and operations teams for faster approvals.
Follow up regularly on pending clarifications and documentation.
Monitor daily pipeline status and ageing cases.
Ensure sanctioned cases are converted into disbursements within defined
timelines.

Prepare weekly productivity reviews with the Territory Sales Manager.
Ensure adherence to sourcing guidelines and KYC norms.
Maintain accurate records of all sourced leads and connectors.
Prevent fraudulent sourcing and document manipulation.
Expertise required/ Domain Knowledge:

Excellent local network and local market knowledge
Excellent ability to speak, read and write in local language
Self-driven with go and getter attitude
Good understanding of enterprises-business cycle, working capital etc
Good interpersonal skills
DSA handling experience is an advantage
Individual should own a bike.
No. of years of relevant experience:

26 years of experience in Rural Sales, LAP, Mortgage, Affordable Housing, Business Loans, or
Financial Services.

Proven experience in managing referral partners, connectors, DSAs, or
channel sourcing networks.
Strong understanding of rural business ecosystems and local market dynamics.
Any specific specialization/education:

Minimum Graduation is required. Exceptions will be 12th Std with at least 3 years experience in
this space.