Regional Sales Manager/State Head - BFSI

Key Responsibilities:

Based on job descriptions for State Head / State Head - Affordable Home Loans in BHFL, and what similar roles do, here are likely tasks:

Strategy & Planning:

- Develop a sales strategy for the home loan vertical in the region/state. This includes setting targets (disbursement, revenue, profit), forecasting business growth.

- Identify and evaluate market opportunities - eg, untapped cities/towns, affordable housing demand, segments (salaried, self-employed) etc.

Team Building and Leadership:

- Build / manage a sales organization: recruit, train, mentor sales managers, assistant managers, area/cluster/zone managers etc.

- Set up KPI structure, performance monitoring, ensure the team is motivated & aligned with goals.

Channel & Partner Management:

- Develop and manage relationships with channel partners: DSAs (Direct Selling Agents), builders/developers, brokers, connectors etc. These help in sourcing leads.

- Explore new channels / partnerships to grow business in non-traditional or underserved areas.

Coordination with Other Functions:

- Work closely with Credit & Risk teams: ensure standards, monitor delinquency / non-performing assets, ensure acceptable credit quality.

- Operations & legal support: making sure loan processing, documentation, approvals, disbursements are smooth.

- Marketing: local campaigns, promotions, brand building in the region.

Monitoring & Analytics:

- Track disbursement numbers, pipeline (sanctioned vs. actual), targets vs actual, profitability etc.

- Analyze market trends, competitor offerings, customer feedback to adapt strategy.

Customer Experience & Compliance:

- Ensure that customers have a good experience: minimal delays, clarity of documentation, transparency.

- Make sure all regulatory and company policy requirements are met (e.g. KYC, legal, risk, disclosures) in all sales, documentation, disbursement practices.

Profitability & Cost Management:

- It's not just about growing volumes; maintaining margins, controlling costs (operational, acquisition etc.) is part of the role.

- Ensuring the portfolio is profitable after taking into account risk, defaults etc.