We are seeking a seasoned and strategic sales leader to head our Mortgage DSA channel team . The Sales Manager will be responsible for driving the overall mortgage business volume through indirect channels by leading, coaching, and monitoring a team of Relationship Managers (RMs) and Senior RMs.
The ideal candidate has a deep understanding of the local mortgage intermediary market, a proven track record of scaling channel business, and demonstrable experience in managing staffing teams to achieve sales targets.
Key Responsibilities
1. Team Leadership & Management:
- Recruit & Build: Hire, train, and onboard a high-performing team of Relationship Managers tasked with managing DSA relationships.
- Performance Monitoring: Set clear KRAs/KPIs for the team. Conduct weekly/monthly performance reviews to track individual RM productivity versus targets.
- Coaching & Mentorship: Actively mentor RMs on channel management best practices, negotiation techniques, and product pitching. Accompany RMs for critical meetings with key DSA partners.
- Retention: Ensure team motivation and engagement to minimize attrition among high-performing RMs.
2. Business Strategy & Channel Expansion:
- Territory Planning: Devise go-to-market strategies for the assigned territory to maximize market share in Home Loans and LAP through the partner channel.
- Network Growth: Oversee the acquisition strategies for new channel partners. Personally get involved in empanelling large aggregators or key strategic partners in the region.
- Channel Hygiene: Monitor the health of the DSA network, focusing on increasing the activation rate of empaneled partners and weeding out non-performers or non-compliant partners.
3. Operations, Credit & Portfolio Quality:
- Escalation Management: Serve as the primary escalation point for operational or credit bottlenecks that RMs cannot resolve.
- Cross-Functional Coordination: Collaborate closely with Regional Credit Managers, Ops Heads, and Legal teams to ensure smooth file processing and industry-leading Turnaround Time (TAT).
- Risk Management: Ensure the quality of business sourced by the team. Maintain oversight on first payment defaults (FPD) and ensure strict adherence to KYC and compliance norms by the channel.
Desired Candidate Profile
- Experience (Mandatory):
- Total experience of 6 to 12 years in Financial Services sales.
- At least 2 years of proven experience managing an on-roll team of sales professionals (managing RMs/Executives, not just managing DSAs directly).
- Domain Expertise: In-depth knowledge of Mortgage products, competitor offerings, and local real estate dynamics.
- Channel Authority: Strong existing credibility and relationships with top-tier mortgage DSAs and connectors in the market.
- Analytical Skills: Ability to read MIS reports, analyze team productivity data, and forecast sales trends.
- Leadership DNA: Solid interpersonal skills with the ability to drive performance under pressure.