Sales Manager - Home Loans Leading Private Sector Bank

Job Purpose

This role is responsible for driving companys sales team and channels to achieve the assigned home loan target for the month.

1. To manage a team of 9 company right from recruitment training and sourcing home loans business

2. To achieve Home Loans targets for the designated area / branches / channels (internal and external) by driving the team towards the productivity benchmark

3. To achieve Insurance CASA credit cards crosssell targets month on month

Job Responsibilities

Drive Logins for Home Loans through various channels and a team of Companys Sales Executives

Quantitative:

Annual Login targets Minimum 648 Data entry to be done in companys systems preparing CAM and scanning the documents.

Coordinate with companys team for IT issues being faced if any while logging in a file.

Ensure calling on leads received from channels being handled references received from existing customers.

Ensure calling on opportunity bases. Wherever required personally meet up with customers especially HNW customers.

Minimum 10 customers to be met personally and customer interaction to be updated in CRM next per month. Initiate for activities for lead generation.

Arrange for training at channels on lead sourcing quality give feedback on leads generated so as to ensure quality of lead generation improves and overall LG to LC ratio improves

Achieve Disbursal targets on value and No

Quantitative:

Annual disbursal unit targets

Minimum 324 Units Disbursal target value is assigned basis grid on City Category and Grade.

Drive calling on all SUD cases. Coordinate with company Credit and Operations team for resolution on post sanction documentation.

For sensitive / HNW cases coordination with customer and company as in case of company the customer is mandatorily required to visit company complete the disbursal formalities.

Drive RM / PB KCMCSRM / DSA activation for higher volumes.

Quantitative:

SM mapped with 1 to15 RM 40% activation target

SM mapped with >15 RM 35% activation target

KCMCSRM KCM activation benchmark is 3 LCs; CSRM benchmark is 2 LC; 80% activation benchmark

COP PB 30% activation benchmark

DSA 30% DSA to be active every month less than 3 months from date of code activation approval for empanelling received not to be included. However DSA with Flat payout / Special payout LPO is to be included from first month.

Qualitative:

To follow the branch sales process 100% updation of target branches of MOM in Cogent Minimum 10 Customer interactions to be updated in Cogent.

Update the branch hierarchy (Branch Head Cluster Head Circle Head Zonal Head) on RM activation on LG and LC.

Attend branch scrum meetings review leads generated share feedback on the lead quality and overall LG LC ratio.

Conduct product trainings update on rate revisions product offers etc.

For DSA channel: Ensure continuous channel engagement training update on product features and offers to improve lead generation and overall business.

Drive Insurance penetration on Insurance cases

Quantitative:

1.25% of disbursal target Drive calling on all SUD cases for Insurance cross sell Drive coordination with Insurance teams for increasing penetration in Home Loan cases.

Ensure customer is briefed on the policy details to avoid missell and miscommunication.

Ensure periodic training for the Sales Team is done by Insurance teams.

Drive CASA and CC Cross sell

Quantitative:

Annual CASA target of 216 units Annual CC target of 120 units For SM handling DSA channel

Annual CASA target is 120 units. Drive calling on all customers

External Customers for account opening and Internal customers for references for CASA and CC cross sell. Continuous training of the Sales team on CASA and CC cross sell.

Branch targets

Quantitative:

YTD branch tgt achievement # Branches meeting targets as 80%

To follow the branch sales process 100% updation of target branches of MOM in Cogent Minimum 10 Customer interactions to be updated in Cogent.

Update the branch hierarchy (Branch Head Cluster Head Circle Head Zonal Head) on RM / PB activation on LG and LC YTD Branch target vs achievement

Attend branch scrum meetings review leads generated share feedback on the lead quality and overall LG LC ratio.

Conduct product trainings update on rate revisions product offers etc.

Engage with branches for activities in catchment areas branch managed corporates

Drive Productivity

Quantitative:

Minimum 1 fresh unit disbursal per executive per month (excluding 3 months vintage) Benchmark 85%

Continuous training for the sales team

Conduct joint visits

Review team size hiring training of Sales executives.

Arrange for activities in branches branch catchment area branch managed corporates.

Key Skills:

Home Loans Sales background.

Industry knowledge.

Network of open market agents DSA Connectors Competitor information

home loans,sales executive,sales manager,cross selling,CASA,credit card sales