About the Opportunity

Our client, a leading private sector bank in India, is looking to appoint an experienced and result-oriented Zonal Sales Manager to drive its Loan Against Property (LAP) business through the DSA channel across the assigned geography.

This is a leadership opportunity involving regional business development, team management, DSA network expansion and portfolio quality management.

The incumbent will be responsible for driving business growth, managing a high-performing sales team, strengthening channel partnerships and ensuring portfolio quality while achieving the prescribed business targets.

Key Responsibilities

1. Business Development & Sales Strategy

- Develop and execute zonal sales strategies to achieve monthly, quarterly and annual LAP business targets.
- Drive business growth through the DSA channel and other alternate distribution channels.
- Ensure achievement of disbursement targets while maintaining prescribed yield and pricing parameters.
- Identify business opportunities and expand market presence across the assigned geography.

2. Team Management & Leadership

- Lead, manage and mentor a team of Regional Sales Managers (RSMs), Relationship Managers (RMs) and sales executives.
- Drive team productivity through regular performance reviews, field visits and coaching.
- Ensure effective deployment of resources to maximise business sourcing and disbursement.
- Build a strong performance-oriented sales culture across the assigned zone.

3. DSA & Channel Management

- Develop, expand and strengthen the DSA network across the assigned geography.
- Build and maintain strong relationships with Direct Sales Agents (DSAs), Chartered Accountants (CAs) and Fintech partners.
- Drive sourcing productivity and business contribution from existing and newly onboarded DSAs.




- Monitor channel performance and ensure consistent business sourcing through the DSA network.

4. Credit & Portfolio Quality

- Ensure effective pre-screening of loan applications and adherence to credit policies.
- Maintain portfolio quality by monitoring early delinquencies, NPAs and credit-related risks.
- Ensure appropriate Loan-to-Value (LTV) ratios and compliance with internal lending guidelines.
- Maintain strong credit hygiene while driving business volumes.

5. Stakeholder Management

- Work closely with Credit, Underwriting, Technical, Legal and Product teams to ensure smooth loan processing.
- Drive improvements in turnaround time (TAT), First-Time-Right (FTR) applications and approval rates.
- Resolve operational bottlenecks to improve business efficiency and channel partner experience.

6. MIS & Business Reviews

- Monitor business performance, sales pipeline and sourcing productivity.
- Prepare and present periodic sales forecasts, performance dashboards and MIS reports to senior management.
- Track key business metrics and initiate corrective actions wherever required.

Key Performance Indicators (KPIs)
- LAP disbursement volumes and achievement of assigned business targets.
- Weighted Average Yield (WIRR) and overall portfolio profitability.
- DSA network expansion and productivity per DSA/RM.
- Portfolio quality, early delinquency and NPA levels.
- Loan-to-Value (LTV) adherence.
- First-Time-Right (FTR), approval rates and turnaround time (TAT).





Qualifications & Experience
- Bachelor's degree in any discipline with a minimum of 50% marks. MBA in Finance/Business Management will be preferred.
- Minimum 15+ years of experience in retail secured lending.
- Must have 57 years of recent and relevant experience specifically in Loan Against Property (LAP) – DSA Sourcing Channel at Regional/Zonal leadership level.
- Strong experience in handling large sales teams and driving business through the DSA sourcing channel.
- Established network of DSAs and Chartered Accountants in the respective geography.
- Strong understanding of LAP, Commercial Property Purchase and Lease Rental Discounting (LRD) products.
- Hands-on knowledge of property-related legal and technical aspects, including local market nuances.
- Strong understanding of credit processes, underwriting parameters, LTV and portfolio risk management.
- Digitally savvy, with the ability to adopt and drive technology platforms and digital sourcing tools within the team.
- Excellent leadership, negotiation, relationship management and business development skills.

Preferred Industry Background Candidates currently working with Banks, NBFCs or Housing Finance Companies (HFCs) with strong experience in LAP business through the DSA sourcing channel.

Key Eligibility Criteria

- Maximum age: 45 years at the time of application.
- Minimum 15 years of overall experience in retail lending.
- Minimum 5–7 years of recent experience in LAP DSA sourcing.
- Candidates must have relevant Regional/Zonal leadership experience.
- Strong knowledge of the local DSA and CA network in the respective geography.

Interested candidates with relevant LAP DSA leadership experience can share their updated CVs for consideration. Apply Now!

📌 Walk-in || Zonal Sales Head Loan Against Property (LAP) | DSA Channel (Mumbai)
🏢 Hipotz
📍 Mumbai