Sales Manager Mortgage, Madurai

Job Description

Job Title: Sales Manager – Mortgage LAP

Function / Department: Retail

Department Head: Business Head

Reporting Manager: Area Sales Manager

Purpose of the Job

Contribute to the growth of location business by sourcing new customers either through channels or by own sourcing, complemented by the quality of sourcing reflected in delinquency and run-offs. Part of the role also demands him to contribute to the revenue by doing LI.

Key Performance Indicators

Business and Financial Management

• Delivery in Volume
• Percentage payout to channel
• Insurance Achievement
• Delinquency
  
  

Customer Focus

• Possession of database of salaried and self-employed customers
• Portfolio Management
  
  

People / Team

• No. of DSA which are active vs inactive
• No. of PPC’s which are productive vs unproductive
  
  

Process / Quality Improvement

• Adherence to process and quality manifested in a Login to Conversion ratio of 60%
• No. of rejects due to non-adherence in providing documents while logging in
  
  

Self Deliverables / Key Responsibilities

• Identification and development of Channels.
• Supervision of Channels through regular visits.
• Possess database of all the schools, colleges, industries and potential bases for salaried business.
• Create awareness in the market through direct or indirect marketing activities.
• Track competition in terms of rates, proposals and policy.
• Gathering and building on references.
• Constantly monitor the quality of the portfolio and performance.
• Provide regular updates and training to DSA’s and channels on products and policies.
• Provide solutions to issues faced and ideas which can lead to more business generation.
• Ensure payouts to channels are on-time and audited.
• Ensure visits to DSA’s are regularly undertaken and reviews done.
• Maintain a productive pipeline.
• Build and maintain a steady relationship with customers.
• Attract channels which do business for other competitors.
• Weed out unproductive channels.
• Ensure Login to Conversion ratio is maintained at 60%.
• Ensure 100% of the proposals are given LI.
• Have a concrete understanding of the Mortgage policy in terms of documents required and process to be followed.
• Ensure all the cases are legally cleared before disbursing the case.
• Ensure delinquency is within the norms and provide adequate support to the collection team as and when required.
• Identify and groom DSA / channels specializing in Salaried and Self-Employed businesses.
• Ensure delivery is spaced out through the month rather than accumulation towards month end.
• Ensure all documents are given at the time of login to help Risk in taking a decision on the case.
• Pre-screening of documents before login.
• Present cases for rate waivers and follow up on approvals.
• Ensure rejection percentage is below the threshold set.
• Where required, provide for re-look of rejected cases.
• Liaise with the Risk team to do PD in every case.
• Meet at least 3 new customers every day.
  
  

Impact

Geography: Entire city

Frequent Contacts

• Businesses / Business Marketing
• Premises & Admin
• Creative Agencies
• Media Agencies
• Event Management Agencies
• Activation Agencies
  
  

Required Skills

• Achievement Orientation
• Commitment
• Conscientiousness
• Legal Understanding
• Product Understanding
• Ability to present a case basis the policy
• DSA / Channel Management
  
  

Expertise Required / Domain Knowledge

• Having handled DSA’s before
• Understanding of Mortgage business
• Knowledge of local market conditions
• Competitor knowledge
• Knowledge of channels servicing the different financial institutions
• Fundamental legal documentation understanding
  
  

Relevant Experience: 6–10 years

Education: Graduate