Regional Sales Manager - Mortgage

Job Title - Regional Sales Manager Mortgage

Function / Department - Rural/ Sales

Department Head - Rural Business Head

Reporting Manager - National Sales Manager Mortgage

Purpose of the Job:

Ensure profitability of the Region( State/ s) and increase the market share. Ensures growth in the overall contribution to business and manages all constituents of the functions in a seamless manner to build synergy in overall operations of the State/s

Describe the KPIs against each perspective

Key Performance Indicators

Business and Financial Management-Region/ State Profitability

- No.of branches individually profitable.

- Area Portfolio Performance.

- Productivity of Branches.

- Growth in contribution on volume and revenue to the overall business

- Growth in area covered.

- Expansion across State / Geographies

Customer Focus - Attending customer queries & resolution in TAT

- New Customer acquisition and attrition.

People / Team - Attrition Voluntary / Involuntary

- No.of people groomed to the next level.

Process / Quality Improvement - Audit Rating

- FTR Score for the Area

- No.of exceptions raised due to branch quality check.

Self-deliverables

The most important tasks performed on an individual basis without involving subordinates are

Task performed

1- Manage secured business across the Region

- Ability to scale the disbursals and grow the book

- Introducing the offering to additional branches in the states

- Understanding the revenue generation capability and profitability of the product

- Monitor the portfolio performance closely and allocate resources according to the needs

- Undertakes market survey to test feasibility and establish.

- Plans and pilots activities for new products.

- Ensures dissemination of learning of new products to the last rung.

- Strategizes for operational breakeven and cumulative breakeven of new and existing branches.

- Undertakes measures to increase growth in volume and contribution of the Area/s to overall business of Rural.

- Plans activities to ensure growth of business and therefore market share.

- Tracks competition regularly and provides feedback on the initiatives on changes in programmes.

- Provides feedback on the existing policies with their pros and cons.

- Periodically audits employees who have been onboarded have undergone requisite training and are certified.

- Takes the lead to address any customer complaint and ensures resolution.

- Takes a periodic review on customer attrition and reasons for the same.

- Does a check on ODs in the cluster with reasons and intervenes as and when required.

- Identify and analyze risks (economic, social, political, etc) related to broader loan portfolio; ensure portfolio diversification and quality across activities and Area

- Tracks all the high performers and provides the necessary inputs to ensure they grow further similarly tracks the underperformers and provides inputs to ensure they grow further.

- Is fair and objective while dealing with all employee related issues.

- Continuously upholds and communicates importance of Integrity and Discipline in the branch.

- Responsible for the upkeep of all matters related to the disciplinary grid irrespective of grade or role.

- Encourages and protects any employee voicing concerns on deviation from systems and process.

- Responsible for daily reporting of business and performance to Regional Business Manager

- Periodically audits files during month end to ensure there are no exceptions raised and FTR score is as per norms.

- Build network within community.

- Where ever necessary ensures refreshers take place.

- Ensure login to disbursal ratio is within the national similarly rejection ratio is within the national average.

- Periodically does physical customer checks to validate.

- Actively participates in employee engagement activities.

- Judges and makes independent decisions inferred through quantitative and qualitative data (including informal feedback from stakeholders and non-business context: socio-political-religious environmental factors)

- Ensure technology is put to maximum use.

- Plans and provides direction on various products and functioning to the clusters.

- Monitors plan to result every month.

- Anticipates and uses data to ensure resolutions / escalate problems where ever.

- Co-ordinates with various support functions to ensure smooth working relationship.

- Upholds the values and principles of the company.

- Develops, Assimilate & Disseminate tools for smooth & effective functioning of the state.

- Analyze and document business processes and problems. Develop business solutions to enhance efficiencies.

Expertise required/ Domain Knowledge: Rural Market Knowledge, Network with the local community and Opinion Leaders.

No. of years of relevant experience:

Minimum 12- 15 years experience in financial services in a supervisory role in rural industry in secured product. Experience in Mortgage is preferred

Any specific specialization/education: Graduate / Post Graduate