sales manager- HL/LAP

Role & responsibilities

Department: Sales
Designation: Branch Sales Manager Home Loans & LAP
Reporting To: Area Sales Manager / Regional Sales Manager
Business Segment: Home Loans, Loan Against Property (LAP), and Mortgage Loans

Job Summary

Responsible for managing branch-level sales operations, driving business growth through channel partners and DSAs, and leading a team of Relationship Managers and Sales Executives. The role involves achieving monthly login, sanction, and disbursement targets while ensuring channel productivity, customer satisfaction, credit quality, and compliance with company policies.

Key Responsibilities

1. Branch Business Management

• Drive branch-level business for Home Loans and Loan Against Property (LAP).
• Achieve monthly and quarterly targets for login, sanction, and disbursement.
• Prepare business plans, sales strategies, and monthly target allocations.
• Monitor daily sales performance and ensure achievement of branch business goals.
• Identify new business opportunities and expand market presence within the assigned territory.

2. Channel Sales & DSA Management

• Build, manage, and strengthen relationships with DSAs, connectors, builders, property dealers, and other channel partners.
• Identify and onboard new channel partners to expand business sourcing.
• Ensure regular activation and productivity of existing channel partners.
• Conduct joint market visits and partner meetings to generate quality leads.
• Monitor channel-wise business performance, conversion ratios, and disbursement volumes.
• Develop a strong sourcing network for both Home Loans and LAP products.

3. Team Handling & Leadership

• Manage, guide, and motivate a team of Relationship Managers, Sales Managers, and Sales Executives.
• Allocate individual targets and monitor daily, weekly, and monthly performance.
• Conduct regular team meetings to review business pipelines and achievement gaps.
• Accompany team members on market visits and support them in closing high-value cases.
• Coach team members on product knowledge, sourcing strategies, customer handling, and sales conversion.
• Ensure team productivity, accountability, and achievement of business targets.

4. Sales Pipeline & Disbursement Management

• Monitor the complete sales process, from lead generation and login to sanction and disbursement.
• Coordinate with credit, legal, technical, operations, and underwriting teams.
• Track pending cases and resolve issues affecting approval or disbursement.
• Improve login-to-sanction and sanction-to-disbursement conversion ratios.
• Ensure timely follow-up on customer documentation and pending approvals.

5. Credit Quality & Risk Management

• Ensure sourcing of quality cases in line with company credit policies.
• Review customer eligibility, income documents, repayment capacity, and property details.
• Ensure compliance with KYC, AML, internal controls, and applicable regulatory requirements.
• Minimize fraudulent cases, documentation deficiencies, and avoidable credit deviations.
• Monitor portfolio quality and early delinquency indicators in coordination with relevant teams.

6. Market Development & Reporting

• Conduct market mapping and competitor analysis to identify growth opportunities.
• Build relationships with local builders, real estate consultants, and business referral networks.
• Prepare daily, weekly, and monthly MIS reports.
• Track branch performance, DSA productivity, team targets, case conversion, and disbursement.
• Report business performance, challenges, and action plans to senior management.