Sales Manager - Affordable HL And LAP - West MH And 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