Job Description

Job Title: Area Sales Manager - Near Prime (Home Loan & Loan Against Property)
Location: [City/Region Specific]
Department: Sales - Affordable/Near Prime Segment
Reporting to: Regional Sales Manager / Zonal Sales Manager
Job Purpose:
To drive affordable housing loan and LAP business in the Near Prime segment, managing a team of Relationship Officers/Executives, building strong channel partner relationships (DSAs, Connectors), ensuring compliance, and achieving sales targets with quality sourcing.
Key Responsibilities:
Business Development:
Acquire new customers for home loans and LAP (Loan Against Property) under the Near Prime category (salaried/self-employed).
Source files through DSAs, connectors, builders, real estate agents, and other open market channels.
Identify and develop new geographies and opportunities in semi-urban/rural areas.
Team Management:
Lead a team of Relationship Officers/Executives to achieve sales goals.
Provide training, support, and guidance to the team on product knowledge, credit parameters, and documentation.
Channel Management:
Build and maintain relationships with DSAs and other sourcing partners.
Ensure productivity and activation of all active channels.
Credit & Compliance:
Ensure files sourced are within the acceptable credit norms, with required documentation and minimum deviation.
Maintain portfolio hygiene and ensure low delinquency/NPA rates.
Market Intelligence:
Stay updated on competitor offerings, pricing, and sourcing strategies.
Suggest enhancements to product/policy based on ground feedback.
Key Skills & Competencies:
In-depth understanding of Near Prime/Affordable Housing market
Experience in Home Loan/LAP sales (preferably in NBFCs/HFCs)
Channel development & management skills
Team handling experience
Good understanding of credit, documentation, and customer profiles
Excellent communication, negotiation & relationship-building skills
Qualification & Experience:
Graduate/MBA preferred
Minimum 4-7 years of experience in home loan or LAP sales, with at least 1-2 years in a team-handling role
Exposure to Near Prime/Affordable Housing segment is a must
Performance Metrics:
Monthly/quarterly disbursement targets
Active channel performance
Team productivity
Portfolio quality (delinquency/NPA metrics)
TAT & customer satisfaction