Job Description – Cluster Sales Manager

Industry: NBFC / Housing Finance

Products: Home Loans and Loan Against Property (Prime Segment)

Reports to: State Head – Sales / Regional Sales Head

Team: Relationship Managers (RM) and Relationship Officers (RO)

Location: VIRAR, BORIVALI , HYEDRABAD

Role Purpose

As Cluster Sales Manager, you will be responsible for driving Home Loan and LAP business growth in the Prime segment across a cluster of branches. The role carries accountability for achieving disbursement targets, building a quality distribution network, ensuring portfolio quality, and maintaining process and compliance discipline. This is a mid-to-senior leadership role with end-to-end ownership of cluster-level sales performance.

Key Responsibilities

Cluster Business & Strategy

- Execute cluster-level sales strategies for Prime Home Loans and LAP in line with the state business plan.
- Own and deliver monthly and quarterly disbursement targets for the cluster.
- Drive a healthy product mix across Home Loan, LAP, Balance Transfer and Top-up, with focus on quality ticket sizes and better-profile customers.
- Analyze micro-market trends, competitor offerings and pricing to identify growth opportunities within the cluster.
- Contribute to cluster budgets, forecasts and sales pipeline planning.

Distribution & Channel Management

- Build and strengthen a robust sourcing network across DST, DSA, Connector and Builder/Developer channels.
- Empanel and develop quality channel partners and builder tie-ups for approved projects in prime locations.
- Ensure every sourcing point is active and contributes meaningfully to business volumes.
- Monitor channel productivity, lead-to-login and login-to-disbursement conversion ratios, and lead generation effectiveness.




- Build relationships with channel partners, CAs, architects and other influencers.

Sales Productivity & Execution

- Ensure sufficient lead generation and healthy conversion ratios across all branches in the cluster.
- Drive productivity at branch, RM and channel level through regular reviews, pipeline tracking and action plans.
- Ensure regular branch visits, market travel and on-ground customer and channel engagement by self and team.
- Ensure quick turnaround times by coordinating closely with Credit, Operations, Legal and Technical teams.

Team Leadership & Capability Building

- Directly manage and lead the cluster sales team of Relationship Managers (RMs) and Relationship Officers (ROs) across all branches in the cluster.
- Recruit, onboard and train RMs and ROs; maintain adequate manpower across branches and keep attrition under control.
- Set monthly and quarterly targets for each RM and RO, and review their performance, pipeline and productivity weekly.
- Allocate territories, channel partners and builder relationships among RMs and ROs to ensure full market coverage.
- Accompany RMs and ROs on customer and channel visits, and handle escalations on complex or high-value cases.
- Ensure the team is well-versed with prevailing KPIs, product norms, eligibility criteria and sourcing standards.
- Coach and mentor the team on prime customer profiling, income assessment,



objection handling and customer engagement.
- Manage attrition, set performance goals and conduct regular performance reviews.

Governance, Compliance & Risk Management

- Ensure strict adherence to regulatory guidelines (RBI/NHB), company policies, KYC/AML norms and ethical standards.
- Source quality files in line with credit policy; monitor and manage risks related to sourcing and disbursements.
- Ensure timely closure of OTC, PDD and pre-disbursement conditions.
- Track portfolio quality, early bounce trends, delinquency indicators and fraud red flags in the cluster.
- Support collections and recovery coordination for cluster accounts where required.

Preferred Candidate Profile

- Graduate in any discipline; MBA (preferred).
- 4–10 years of experience in sales management in the NBFC / HFC / Banking industry, preferably in Prime Home Loans and LAP.
- Prior experience of directly handling a team of Relationship Managers and Relationship Officers in a multi-branch or cluster-level role.
- Proven track record of achieving disbursement targets and driving business growth in the prime segment (salaried and self-employed customers, higher ticket sizes).
- Robust understanding of Home Loan and LAP products, credit policy, market dynamics, and legal & technical requirements.
- Established network with DSAs, builders, channel partners and local influencers in the cluster.
- Strong leadership, team management and stakeholder handling skills.
- Strong communication and interpersonal skills.
- Willingness and ability to travel within the assigned cluster.

Key Performance Indicators (KPIs)

- Monthly and quarterly disbursement vs. target
- Product mix (Home Loan / LAP / BT / Top-up) and average ticket size

📌 Cluster Sales Manager ( CSM ) (India)
🏢 Ghrig People Solutions
📍 India