Walk-in || Sales Manager

JOB DESCRIPTION

Sales Manager Loan Against Property (LAP)

Department: Sales / Retail Lending
Designation: Sales Manager – Loan Against Property
Reporting To: Area Sales Manager / Branch Manager
Location: As per company requirement
Industry: Banking / NBFC / Financial Services

1. Job Purpose

To drive business growth for Loan Against Property (LAP) by sourcing quality loan applications from individuals, self-employed professionals, and business owners against residential or commercial property. The role involves customer acquisition, lead generation, relationship management, loan processing coordination, and achievement of monthly disbursement targets while ensuring compliance with company policies and credit norms.

2. Key Responsibilities

A. Sales and Business Development

• Achieve monthly and quarterly targets for LAP sourcing, sanctions, and disbursements.
• Generate business through direct sales, customer referrals, connectors, DSAs, property brokers, and other channel partners.
• Identify prospective customers requiring funds for business expansion, working capital, debt consolidation, or personal financial needs.
• Build and maintain relationships with business owners, self-employed customers, professionals, and existing clients.
• Develop new market segments and expand the customer base within the assigned territory.
• Conduct customer meetings and explain loan products, eligibility criteria, interest rates, fees, and repayment terms.

B. Lead Generation and Customer Acquisition

• Generate qualified leads through field visits, market mapping, referrals, and channel partner networks.
• Identify customers with eligible residential or commercial properties for mortgage-backed loans.
• Assess initial customer eligibility, income profile, loan requirement, property details, and repayment capacity.
• Maintain a strong sales pipeline and ensure regular follow-up until disbursement.

C. Loan Processing and Coordination

• Collect and verify application forms and required KYC, income, banking, and property documents.
• Coordinate with credit, legal, technical valuation, operations, and underwriting teams for timely processing.
• Follow up on property valuation, legal verification, credit assessment, and sanction requirements.
• Assist customers in completing documentation and resolving application-related queries.
• Track applications from login to sanction and final disbursement.

D. Channel Partner Management

• Build and maintain relationships with DSAs, connectors, referral partners, and property consultants.
• Identify and onboard productive channel partners in accordance with company policies.
• Conduct regular partner meetings and provide updates on products, eligibility, and documentation.
• Monitor channel-wise business performance and improve lead conversion.

E. Customer Relationship Management

• Maintain professional relationships with existing and prospective customers.
• Provide accurate information about loan terms, processing fees, repayment schedules, and applicable charges.
• Ensure transparent communication throughout the loan process.
• Address customer concerns and coordinate with relevant departments for resolution.
• Encourage referrals and repeat business while maintaining customer confidentiality.

F. Risk Management and Compliance

• Ensure applications comply with the company's credit policy, KYC requirements, and applicable regulatory guidelines.
• Verify the completeness and authenticity of customer-provided information and documents.
• Avoid misrepresentation of customer details, property values, income, or loan eligibility.
• Follow internal policies relating to customer consent, data privacy, fraud prevention, and fair lending practices.
• Escalate suspicious documents, discrepancies, or potential fraud to the appropriate team.

G. Sales Reporting and Performance Monitoring

• Prepare daily sales reports and maintain records of leads, applications, sanctions, and disbursements.
• Monitor conversion ratios, pending cases, and turnaround times.
• Track achievement against monthly targets and implement corrective actions where necessary.
• Provide market intelligence and competitor updates to management.

3. Educational Qualification

• Graduate in any discipline from a recognized university.
• MBA/PGDM in Sales, Marketing, Finance, or Banking is preferred.

4. Experience

• 3–6 years of experience in sales within banking, NBFCs, housing finance, or secured lending.
• Prior experience in Loan Against Property (LAP), mortgage loans, home loans, or secured business loans is preferred.
• Experience managing DSAs, connectors, and field sales teams will be an advantage.

5. Required Skills

• Strong sales, negotiation, and customer relationship management skills.
• Knowledge of LAP products, mortgage lending, basic property documentation, and loan eligibility.
• Understanding of income assessment, banking statements, credit bureau reports, and KYC documentation.
• Ability to develop referral networks and channel partnerships.
• Strong communication, follow-up, and problem-solving skills.
• Proficiency in MS Excel, CRM systems, and sales reporting.
• Willingness to travel within the assigned territory.

6. Key Performance Indicators (KPIs)

• Monthly loan sourcing and disbursement targets.
• Number and value of qualified applications sourced.
• Sanction-to-disbursement conversion ratio.
• Lead-to-login conversion ratio.
• New customer acquisition and active channel partners.
• Application turnaround time and documentation quality.
• Portfolio quality and adherence to credit and compliance policies.

7. Key Competencies

• Business development and market mapping.
• Relationship and channel partner management.
• Customer-focused selling.
• Commercial awareness and negotiation.
• Process discipline and risk awareness.
• Target orientation and accountability.

8. Working Conditions

• Field-based role involving customer meetings, property-related coordination, and channel partner visits.
• Performance-driven environment with monthly sales targets.
• Coordination with internal credit, legal, technical, and operations teams.

Note: Final targets, territory, experience requirements, and incentive structures should be aligned with the company's lending policies and business model.