Sales Manager, Rural Mortgage - Alternate Channel

Sales Manager, Rural Mortgage - Alternate Channel

Job Title

Function / Department

Department Head

Reporting Manager

Rural/Secured Sales

National Sales Manager

Territory Sales Manager Mortgage, Rural

Purpose of the Job

Sales Manager, Rural Mortgage - Alternate Channel is an individual contributor responsible for driving secured lending business through a network of external connectors in rural markets. The incumbent will identify, onboard, activate, and manage connector relationships to generate a consistent pipeline of

Micro LAP and High-Ticket LAP cases. The role is purely focused on with no collection responsibilities.

Describe the KPIs against each perspective

Perspective

Key Performance Indicators

Business and Financial Management

Generate business volumes through the Connector

Network, focusing on customer acquisition for loans between 10-50 Lakhs ticket size

Drive monthly sales productivity and achieve disbursement targets

Maintain a minimum productivity of 3 booked units per month through connector-sourced business.

Conduct connector meets and customer engagement activities to enhance visibility and lead generation.

Customer engagement for document completion

Attending customer queries & resolution in TAT

Actively co-ordinate with the Risk, Ops, Legal and

Valuers for the closure within time frame.

Co-ordinate with the concerned teams to ensure closure on disbursal.

Customer Focus

People / Team

Process / Quality Improvement

Adherence to Company process on sourcing,

disbursement, collection

SCOPE & DISCRETION (Span of control)

NA

Total no. of employees supervised with details

Grade

Nos.

O1 to 02

M1 to M3

NA

SM1 to SM3

NA

NA

Total

:

Self-deliverables The most important tasks performed on an individual basis without involving subordinates are

Sl No

Tasks Performed

Conduct market mapping of villages, mandals, towns, and business clusters.





Identify potential connectors such as property brokers, accountants, local influencers, traders, commission agents, insurance advisors, vehicle dealers,

CSC operators, and business correspondents.

Meet a minimum of 57 prospective connectors daily.

Evaluate connector quality based on network strength and lead generation capability.

Complete onboarding documentation and due diligence.

Create and maintain a connector database.

Conduct induction sessions for newly onboarded connectors on products,

eligibility norms, and documentation requirements.

Ensure at least 7080% of onboarded connectors remain active every month.

Maintain a sufficient lead pipeline to deliver monthly productivity.

Ensure timely login of sourced cases.

Coordinate with credit and operations teams for faster approvals.

Follow up regularly on pending clarifications and documentation.

Monitor daily pipeline status and ageing cases.

Ensure sanctioned cases are converted into disbursements within defined timelines.

Prepare weekly productivity reviews with the Territory Sales Manager.

Ensure adherence to sourcing guidelines and KYC norms.

Maintain accurate records of all sourced leads and connectors.

Prevent fraudulent sourcing and document manipulation.

Expertise required/ Domain Knowledge

Excellent local network and local market knowledge

Excellent ability to speak, read and write in local language

Self-driven with go and getter attitude

Good understanding of enterprises-business cycle, working capital etc

Good interpersonal skills

DSA handling experience is an advantage

Individual should own a bike.

No. of years of relevant experience:

26 years of experience in Rural Sales, LAP, Mortgage, Affordable Housing, Business Loans, or

Financial Services.

Proven experience in managing referral partners, connectors, DSAs, or channel sourcing networks.

Solid understanding of rural business ecosystems and local market dynamics.

Any specific specialization/education

Minimum Graduation is required. Exceptions will be 12th Std with at least 3 years experience in this space.

📌 Mortgage Sales Manager (Coimbatore)
🏢 SMFG India Credit
📍 Coimbatore