Description:

Job Summary:

The Manager/Senior Manager Channel Sales is responsible for driving significant business volume for Loan Against Property (LAP) and Home Loan (HL) products exclusively through the Direct Selling Agent (DSA) channel. This role involves comprehensive management of the DSA network, focusing on relationship building, performance monitoring, and ensuring strict adherence to sales and quality targets within the Prime lending segment.

Key Responsibilities:

1. Channel Sales Management & Business Growth:

- DSA Channel Ownership: Handle and manage sales exclusively through the DSA (Direct Selling Agent) channel to achieve budgeted targets for LAP and HL product segments.

- Business Volume Driver: Drive exponential business growth by expanding the active DSA base, increasing their productivity, and effectively capturing market share in the assigned territory.

- Product Focus: Focus on maximizing disbursals in LAP and Home Loan products, with an emphasis on sourcing high-quality applications from the Prime segment.

- Market Intelligence: Monitor market trends, competitor offerings, and DSA feedback to provide actionable insights to the Product and Credit teams.

2. Relationship Management:

- Relationship Building: Build and maintain strong, long-lasting relationships with DSAs and key channel partners to ensure loyalty, consistent business flow, and preference for the company's products.

- Training & Motivation: Conduct regular training sessions for DSAs on product features, policy changes, compliance standards, and successful sales techniques.

- Issue Resolution: Act as the primary point of contact for DSAs, ensuring timely resolution of issues related to login, sanction, and disbursement.

3. Target Achievement & Compliance:

- Target Achievement: Ensure the achievement of stringent monthly and quarterly sales targets (volume and value), and manage the DSA pipeline to maintain consistent performance.

- Quality & Policy Adherence: Monitor the quality of proposals sourced by DSAs to minimize early delinquencies (ECL/PDD) and ensure strict compliance with internal credit policies and regulatory guidelines.

- Process Efficiency: Drive efficiency in the sales process from lead generation and documentation to final loan disbursement.

Requirements:

Essential Experience & Qualifications:

- Experience: Minimum of [4-8] years of progressive sales experience in financial services.

- Domain Expertise: Must have hands-on experience in LAP (Loan Against Property) or HL (Home Loan) sales.

- Channel Background: Proven experience in managing and growing business through the DSA (Direct Selling Agent) channel is mandatory.

- Sector Background: Must have previously worked with Banks or Reputed Non-Banking Financial Companies (NBFCs).

- Segment Knowledge: Experience specifically targeting the Prime segment (e.g., salaried, high CIBIL score, good collateral value) is strongly preferred.

Key Skills & Competencies:

- Relationship Management: Strong relationship management and interpersonal communication skills are critical for managing the external DSA network.

- Communication: Excellent verbal and written communication, negotiation, and presentation skills.

- Result Orientation: Highly target-driven with a proven track record of consistently meeting or exceeding sales goals.

- Product Knowledge: In-depth knowledge of lending products, documentation requirements, and credit appraisal processes.