Sales Manager - Affordable HL & LAP - West(MH & MP)
Job Description for a Sales Manager who will lead a team of Relationship Officers focused
on sourcing Affordable Loan Against Property (LAP) and Affordable Home Loans
through self-sourcing and connectors:
Job Title: Sales Manager – Affordable LAP & Home Loans
Department: Affordable LAP and Affordable HL
Reports To: Area Sales Manager
Employment Type: Full-Time
Job Summary:
We are looking for a dynamic and experienced Sales Manager to lead a team of
Relationship Officers in sourcing Affordable Loan Against Property (LAP) and
Affordable Home Loan applications. The ideal candidate will be responsible for driving
sales through self-sourcing initiatives and building a robust connector network.This
role requires strong leadership, in-depth knowledge of the affordable lending space, and a
results-oriented mindset.
Key Responsibilities:
Team Leadership & Performance Management:
Recruit, train, and manage a team of Relationship Officers focused on sourcing
Affordable LAP and Affordable Home Loans.
Set clear sales targets for the team and drive performance to meet or exceed
monthly and quarterly disbursal goals.
Monitor team activity, guide field efforts, and ensure high productivity and efficiency.
Sales & Business Development:
Drive new loan origination through both direct customer engagement and by
expanding the connector ecosystem.
Develop and execute local sales strategies to penetrate target markets within the
affordable segment (self-employed and salaried customers).
Continuously identify new market opportunities and geographic segments for loan
sourcing.
Connector & Channel Development:
Build, onboard, and maintain strong relationships with conenctors, referral agents,
property dealers, and other intermediaries.
Ensure connectors are well-trained, motivated, and aligned with company
compliance and documentation standards.
Process Management & Coordination:
Ensure smooth end-to-end processing of loan files — from lead generation to
documentation, credit processing, and disbursal.
Work closely with internal credit, operations, and risk teams to resolve bottlenecks
and fast-track eligible applications.
Compliance & Reporting:
Monitor portfolio quality, ensure credit discipline, and adherence to all regulatory and
company policies.
Maintain regular MIS and reporting on team performance, disbursal trends, lead
funnel, and connector activity.
Qualifications and Skills:
Bachelor’s degree (MBA preferred) in Business, Finance, Marketing, or a related
field.
4–8 years of experience in retail lending, preferably in Affordable LAP or Home
Loans.
Minimum 2 years of experience in leading a field sales team.
Strong understanding of the affordable housing finance and LAP market, especially
customer segments like self-employed, informal income groups, etc.
Strong understanding of Legal and technical aspects of mortgage loans
Proven ability to manage sales targets, team KPIs, and channel relationships.
Excellent leadership, communication, negotiation, and interpersonal skills.
Willingness to travel extensively within the assigned territory.
Key Performance Indicators (KPIs):
Loan disbursal volume and value (Affordable LAP and Home Loans).
Team productivity (individual and overall RO performance).
Connector activation and business contribution.
Portfolio quality (delinquency and rejection rates).
Lead-to-disbursal conversion ratios.
Compensation:
Competitive fixed salary
Team-based and individual performance-linked incentives
Travel and field allowances as per company policy