Relationship Manager

Role Purpose:

The Relationship Manager - Affordable Housing Finance (Vishwas) is responsible for driving business growth through sourcing and acquisition of affordable housing finance customers across open market and cross-channel networks. The role focuses on expanding the distribution ecosystem through DSAs, branch partnerships, builder tie-ups, and direct sales teams while ensuring superior customer experience and portfolio quality. The incumbent will manage the end-to-end home loan process, build strong relationships with customers and channel partners, and achieve business targets through effective sales and cross-sell strategies.

Key Responsibilities:

• Drive Affordable Housing Finance business through open market sourcing and cross-channel partnerships.
• Acquire new customers for Home Loans and related mortgage products within the assigned geography.
• Expand the sourcing network by onboarding and managing DSAs, connectors, and branch channels.
• Lead and improve the productivity of the Direct Sales Team (DST) to achieve business objectives.
• Identify and penetrate potential catchment areas to generate quality business opportunities.
• Build and maintain relationships with affordable housing developers, builders, and local market influencers.
• Facilitate builder tie-ups and coordinate project approval processes to enhance sourcing channels.
• Meet prospective customers, understand their housing finance requirements, and provide suitable solutions.
• Ensure achievement of disbursement, login, and portfolio growth targets.
• Generate additional revenue through cross-selling of Insurance, CASA, Credit Cards, and other retail banking products.
• Conduct regular training and capability-building programs for DST members and channel partners.
• Coordinate closely with Credit, Legal, Technical, RCU, Operations, and Collections teams for smooth processing and disbursement.
• Monitor application pipelines and ensure timely status updates to customers and stakeholders.
• Maintain portfolio quality by adhering to credit and compliance guidelines.
• Deliver superior customer service and enhance customer satisfaction to achieve strong NPS scores.

Desired Candidate Profile:

• Graduate/Postgraduate with experience in Affordable Housing Finance, Housing Finance, LAP, Mortgage, or Retail Assets.
• Strong understanding of affordable housing markets, customer acquisition, and channel management.
• Proven experience in handling DSAs, builder relationships, and direct sales teams.
• Strong knowledge of mortgage products, underwriting processes, and regulatory compliance.
• Excellent communication, relationship management, and negotiation skills.
• Ability to deliver business targets while maintaining portfolio quality and customer satisfaction.

Key Performance Indicators (KPIs):

• Home Loan sourcing and disbursement volume.
• New DSA/Channel Partner acquisition.
• Builder tie-ups and project approvals.
• DST productivity and team performance.
• Cross-sell revenue generation.
• Portfolio quality and delinquency levels.
• Customer satisfaction and NPS scores.
• Turnaround time (TAT) for login-to-disbursement process.