Regional Sales Manager - DSA Channel - BFS

Description:

Company Brief:

About the company: Grihum Housing Finance Limited (formerly Poonawalla Housing Finance Limited) is a company backed by TPG group, we are an RBI-registered housing finance company specializing in affordable housing finance. Our accessible and affordable housing finance solutions are tailored to the unique needs of our customers in the semi-urban and peri-urban markets of India. These include home improvement, extension, construction, balance transfer and loan against property.

Grihum is not just a brand name, it is a feeling, that unifies our business category, home (Grih) finance, and our commitment to collaboration and togetherness with customers (Hum). We understand that homeownership for self-made individuals (SMIs) from low- and mid-income groups is not just about having a roof over their heads it's about their pride and identity. Our brand slogan, "Apna Ghar, Apni Pehchan" resonates deeply with our customers, capturing the essence of homeownership as a reflection of personal identity.

Our strategy is, Go Home Loan Go Direct. We directly provide accessible and affordable housing finance solutions tailored to the unique needs of our customers. With a wide and robust distribution network spanning 209 branches across 18 states and Union Territories, Grihum is committed to serving customers directly, ensuring transparency, ease and respect. Our Assets Under Management (AUM) of INR 9200+ Crores is a testament to the trust placed in us by over 84,000+ satisfied customers.

Objective

Drive business growth for Housing Finance products (Home Loans, Loan Against Property, Affordable Housing) through DSA / Channel Sales network in the assigned zone/region. Lead, mentor, and expand sales teams while ensuring targets, compliance, and portfolio quality.

Roles & Responsibilities:

1. Business Development & Target Achievement

- Achieve assigned monthly, quarterly, and annual business targets.

- Expand DSA / broker network in the region.

- Identify new markets, geo-expansion, and untapped opportunities.

2. DSA / Channel Management

- Onboard, train, and motivate DSAs & brokers.

- Monitor DSA performance, set KPIs, and drive results.

- Design & implement incentive schemes for partners.

3. Team Leadership & Management

- Manage Area / Branch Managers reporting to you.

- Conduct field visits and periodic performance reviews.

- Recruit and groom high-potential sales leaders.

4. Credit & Process Alignment

- Ensure DSA sales comply with internal credit & operational policies.

- Monitor DST / FOIR / LTV ratios for portfolio quality.

- Coordinate with Operations, Credit, and Legal teams for smooth disbursement.

5. Reporting & MIS

- Maintain daily/weekly/monthly sales MIS for branch/DSA performance.

- Track disbursement pipeline, conversion ratios, and delinquency trends.

6. Relationship Management

- Maintain strong relations with builders, developers, and key brokers.

- Represent the company in industry forums and local market events.

Qualification, Experience & Skills:

- Education: Graduate / Postgraduate in any discipline; MBA (Marketing / Finance) preferred.

- Experience: 6+ years of relevant years in Housing Finance / Mortgage / NBFC / BFSI sales

Required Skills & Competencies

- Housing Finance & Home Loan knowledge (Home Loans / LAP / Affordable Housing)

- DSA / Channel Sales management

- Builder / Broker / Referral network management

- Target-driven, result-oriented

- Team leadership & mentoring

- Business development & market mapping

- Credit policy awareness (DST / FOIR / LTV)

- Negotiation & stakeholder management

- Portfolio quality monitoring (PAR / Delinquency)

- CRM & MIS reporting