Divisional Head - North & West - B2B Home Loan Vertical

Job Purpose -

Lead, plan and deliver on sales objectives for B2B home loan vertical (under construction, direct from developers) for North & West; Direct team to identify and develop business opportunities for the said geographies; Deepen relationships with developers and seek opportunities to bring new relationships on board; Engage with connectors, ensure competitive payout structures and expand business through connectors

Responsibilities -

1. Sales Planning & Review for North & West

- Cascade the monthly AOP target for home Loans N&W to the team taking into consideration the past performance, locational / regional scope and opportunities across branches under the ZSM, RSM, ASM and SMs; Evaluate performance of sales teams from quarterly to monthly frequency based on the maturity of the sales individuals

- Guide the team by analyzing previous year performance trend, festive seasons, expected new launches and pre-launches etc. and align the team on the business opportunities vs. the set monthly targets

- Participate in the mini-month ends for providing an update on the business and sales objectives for B2B N&W

- Visit the various branch locations to review the performance of own team and understand on ground challenge, monitor deviations from set targets and provide course correction inputs

2. Connector Business Development

- Engage and develop relationships with various connectors/ channel partners to build a higher business volume through developers, in addition to direct business from builders

- In addition to direct business from builders, track and review the connector business generated through channel partners, brokers and DSA

- Ensure own payout structures to connectors are competitive and attractive to connectors to build business to grow business volumes

- Study competitor payout rates and structures, committed business volumes and developer feedback to determine appropriate payout structure, slabs and rate for the connectors (upto 50p, else involve supervisor)

3. Developer Business Development

- Constantly gather market intelligence on market movements; Keep track of potential new launches and pre-launches in the market from developers (existing / new relationships)

- Establish contact and develop business opportunities with the developers

- Analyze the tickets size, location, profile, etc. and explore with developer the potential schemes / offers that may work and provide inputs to the back-end team

- Engage with a random sample of customers who have booked loans to seek customer feedback on process, experience, TAT, services, etc.

- Interact with team to educate them on the depth of the business and align them to the business model

- Facilitate trainings for new hires and freshers in the field to educate them on the products; Lead weekly meetings and mocks calls to equip team with required knowledge and information to enhance sales closure and informed decision making on ROI, customer profile, etc.

- Monitor and scan to identify and resolve any on-ground issues related mis-selling

4. Developer relationship management

- Segment builders and scan the market for elite builders/ developers, continuously enlarge the target list and increase the developer relationships

- Engage with developers to initiate, build and develop relations to source business opportunities and develop business; Seek opportunities to bring new relationships on board

- Establish BHFL's presence and influence developers with BHFL value/ business proposition and differentiation from others in the market

- Seek opportunities to create comfort and deepening of relationship with the developers

- Provide inputs and contribute to designing of the rewards and recognition for the developer sales team; Participate in meets/ events hosted for the developer sales team

5. Operational alignment

- Engage with back-end teams such as risk, credit, collateral teams to align on risk and credit policies, and operational processes in line with overall business objectives

- Support establishment of BHFL brand in the market and developers by ensuring smooth on-boarding of new relationships and back end alignment

- Enable meetings between developers and back end teams to better understand competitor practices, schemes and offers (other banks and NBFCs) and take inputs for development of competitive BHFL schemes and offers

- Align and work with back end teams to enable design of competitive market schemes and offers

- Facilitate visits / meetings for the BHFL back end team to the projects and sites to develop a sense of the market and gather project specific nuances for risk, credit, collateral, ticket size, etc.

- Influence the back-end team on the B/C category developers and onboarding these relationships to create a positive impact on business

6. Team development

- Participate in recruitment process to identify the right talent at senior positions within the team

- Cascade objectives, establish individual performance expectations and regularly review individual performance of the team

- Identify and create development opportunities, training, induction sessions, etc. for team members to enhance functional/ business knowledge