Contribute to the growth of location business by sourcing new customers either through channels or by own sourcing, complemented by the quality of sourcing reflected in delinquency and run-offs. Part of the role also demands him to contribute to the revenue by doing LI.
Key Performance Indicators
Business and Financial Management
- Delivery in Volume
- Percentage payout to channel
- Insurance Achievement
- Delinquency
Customer Focus
- Possession of database of salaried and self-employed customers
- Portfolio Management
People / Team
- No. of DSA which are active vs inactive
- No. of PPC’s which are productive vs unproductive
Process / Quality Improvement
- Adherence to process and quality manifested in a Login to Conversion ratio of 60%
- No. of rejects due to non-adherence in providing documents while logging in
Self Deliverables / Key Responsibilities
- Identification and development of Channels.
- Supervision of Channels through regular visits.
- Possess database of all the schools, colleges, industries and potential bases for salaried business.
- Create awareness in the market through direct or indirect marketing activities.
- Track competition in terms of rates, proposals and policy.
- Gathering and building on references.
- Constantly monitor the quality of the portfolio and performance.
- Provide regular updates and training to DSA’s and channels on products and policies.
- Provide solutions to issues faced and ideas which can lead to more business generation.
- Ensure payouts to channels are on-time and audited.
- Ensure visits to DSA’s are regularly undertaken and reviews done.
- Maintain a productive pipeline.
- Build and maintain a steady relationship with customers.
- Attract channels which do business for other competitors.
- Weed out unproductive channels.
- Ensure Login to Conversion ratio is maintained at 60%.
- Ensure 100% of the proposals are given LI.
- Have a concrete understanding of the Mortgage policy in terms of documents required and process to be followed.
- Ensure all the cases are legally cleared before disbursing the case.
- Ensure delinquency is within the norms and provide adequate support to the collection team as and when required.
- Identify and groom DSA / channels specializing in Salaried and Self-Employed businesses.
- Ensure delivery is spaced out through the month rather than accumulation towards month end.
- Ensure all documents are given at the time of login to help Risk in taking a decision on the case.
- Pre-screening of documents before login.
- Present cases for rate waivers and follow up on approvals.
- Ensure rejection percentage is below the threshold set.
- Where required, provide for re-look of rejected cases.
- Liaise with the Risk team to do PD in every case.
- Meet at least 3 recent customers every day.
- Achievement Orientation
- Commitment
- Conscientiousness
- Legal Understanding
- Product Understanding
- Ability to present a case basis the policy
- DSA / Channel Management
Expertise Required / Domain Knowledge
- Having handled DSA’s before
- Understanding of Mortgage business
- Knowledge of local market conditions
- Competitor knowledge
- Knowledge of channels servicing the different financial institutions
- Fundamental legal documentation understanding
Relevant Experience: 6–10 years
Education: Graduate
📌 Sales Manager Mortgage, Chennai
🏢 Abacus Consultants
📍 Chennai
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