Role & responsibilities-

: Area Sales Manager LAP (DSA Channel)

Department: Sales – Loan Against Property (LAP)

Designation: Area Sales Manager (ASM)

Channel: Direct Selling Agent (DSA)

Reporting To: Regional Sales Manager / Zonal Sales Manager

Location: As per business requirement

Job Purpose To drive Loan Against Property (LAP) business through the DSA channel by managing and developing a team of sales professionals, building strong relationships with DSAs, sourcing quality loan proposals, and achieving business targets while ensuring compliance with company policies and credit guidelines.

Key Responsibilities

1. Sales & Business Development

- Achieve monthly and quarterly LAP business disbursement and sourcing targets.
- Develop recent business opportunities through the DSA channel.
- Identify, appoint, activate, and manage DSAs to expand market reach.
- Build relationships with property brokers, connectors, financial advisors, and other referral partners.
- Drive business growth across the assigned geographical area.

1. Team Management

- Manage, guide, and motivate the DSA sales team to achieve business objectives.
- Set individual sales targets and monitor daily, weekly, and monthly performance.
- Conduct regular team meetings, sales reviews, and performance discussions.
- Support team members in lead generation, customer meetings, login conversion, and disbursement.
- Train team members on LAP products, eligibility criteria, documentation, and sales processes.

1. DSA Relationship Management

- Develop and maintain strong relationships with existing and prospective DSAs.
- Ensure regular engagement and business activation of mapped DSAs.
- Monitor DSA productivity, lead quality, conversion ratios, and business contribution.
- Resolve DSA-related operational issues in coordination with internal teams.
- Ensure adherence to agreed commercial terms and company policies.

1. Loan Sourcing & Pipeline Management





- Drive quality LAP sourcing from self-employed and eligible salaried customers, as per the lender's product policy.
- Monitor the complete sales funnel, including leads, login, credit approval, sanction, and disbursement.
- Coordinate with credit, operations, legal, technical, and collection teams for timely processing.
- Ensure proper customer profiling, income assessment, property details, and documentation.
- Track pending cases and take corrective action to improve turnaround time and conversion rates.

1. Market Intelligence & Expansion

- Analyze local market potential, competitor offerings, pricing, and customer demand.
- Identify new DSA opportunities and underserved business locations.
- Prepare area-wise business plans and execute strategies to increase market share.
- Provide regular market feedback and sales performance reports to management.

1. Compliance & Portfolio Quality

- Ensure compliance with KYC, AML, regulatory requirements, and internal lending policies.
- Maintain high standards of sourcing quality and customer transparency.
- Prevent mis-selling, document manipulation, and policy deviations.
- Monitor early delinquency and portfolio quality indicators in coordination with the relevant teams.
- Ensure all loan cases are sourced ethically and in accordance with company guidelines.

1. Reporting & MIS

- Submit daily sales reports, weekly pipeline updates, and monthly performance reports.
- Track DSA-wise, employee-wise, and area-wise sourcing and disbursement.
- Monitor login-to-sanction and sanction-to-disbursement conversion ratios.




- Maintain accurate sales forecasts, business plans, and productivity reports.

Required Qualifications
- Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.
- Relevant experience in LAP, secured lending, mortgage loans, or MSME lending.
- Experience in DSA channel sales and team handling is preferred.
- Strong knowledge of loan sourcing, property-backed lending, and sales processes.

Experience Required
- 4–8 years of overall experience in financial services or lending.
- Minimum 2–3 years of relevant experience in LAP/secured lending.
- Prior experience managing a sales team and DSA channel is preferred.

Required Skills
- Team leadership and people management.
- DSA acquisition and relationship management.
- Business development and target achievement.
- Knowledge of LAP products, credit policies, and loan documentation.
- Sales pipeline and conversion management.
- Negotiation, communication, and problem-solving.
- MIS reporting and analytical skills.
- Coordination with credit, operations, legal, and technical teams.

Key Performance Indicators (KPIs)
- Monthly LAP sourcing and disbursement achievement.
- Number of active and productive DSAs.
- New DSA acquisition and activation.
- Team productivity and target achievement.
- Login-to-sanction and sanction-to-disbursement conversion.
- Average ticket size and quality of business sourced.
- Turnaround time and pending case management.
- Early delinquency and portfolio quality.
- Compliance with internal policies and regulatory requirements.

Ideal Candidate Profile The ideal candidate should be a target-oriented sales professional with strong experience in LAP or secured lending, proven DSA channel management capabilities, and the ability to lead a team, develop business relationships, and deliver sustainable business growth across the assigned territory.

📌 Area Sales Manager (Hyderabad)
🏢 Abacus Consultants
📍 Hyderabad