Job Description

Job Title: Regional Sales Manager (RSM) - Loan Against Property (LAP) - DSA ChannelLocation: Bangalore, IndiaReporting To: National Sales Head/Zonal HeadExperience: Minimum 8-12 years of experience in retail asset sales, with a significant focus on Loan Against Property (LAP) through the DSA channel, including at least 3-5 years in a team handling role at a Regional or Area Sales Manager level.Job Overview:We are seeking a highly motivated and results-driven Regional Sales Manager (RSM) to lead our Loan Against Property (LAP) sales efforts in the Bangalore region, primarily through the Direct Selling Agent (DSA) channel. The RSM will be responsible for driving business growth, managing a team of Area Sales Managers (ASMs) and Sales Managers (SMs), and ensuring the achievement of sales targets for LAP products with ticket sizes ranging from INR 10 Lacs to INR 5 Crores. The ideal candidate will possess deep market knowledge of Bangalore, a strong network within the DSA community, exceptional leadership skills, and a proven track record of consistently exceeding sales objectives.Key Responsibilities:Strategic Planning & Execution:- Develop and implement comprehensive regional sales strategies for LAP products to achieve aggressive sales targets.- Analyze market trends, competitor activities, and customer needs to identify new business opportunities and refine sales approaches.- Create and manage regional sales budgets, ensuring optimal resource allocation and cost-effectiveness.Team Leadership & Management:- Recruit, train, mentor, and motivate a high-performing team of Area Sales Managers (ASMs) and Sales Managers (SMs).- Set clear performance objectives, conduct regular performance reviews, and provide constructive feedback to foster continuous improvement.- Drive team productivity and efficiency, ensuring individual and team targets are consistently met or exceeded.DSA Channel Management:- Identify, onboard, and manage a robust network of Direct Selling Agents (DSAs) in the Bangalore region.- Build strong, long-term relationships with key DSA partners, fostering mutual growth and collaboration.- Negotiate commercial agreements and incentive structures with DSAs to maximize business generation.- Conduct regular reviews with DSA partners to assess performance, provide training, and address any challenges.Business Development & Sales Target Achievement:- Drive aggressive sales of LAP products with ticket sizes ranging from INR 10 Lacs to INR 5 Crores through the DSA channel.- Ensure consistent lead generation, conversion, and loan disbursals.- Monitor key performance indicators (KPIs) such as login to disbursal ratio, turnaround time (TAT), and portfolio quality.Relationship Management:- Establish and maintain strong relationships with key customers, real estate developers, property consultants, and other relevant stakeholders.- Collaborate effectively with internal departments including Credit, Operations, Legal, and Product teams to ensure seamless processing and customer satisfaction.Compliance & Risk Management:- Ensure strict adherence to all regulatory guidelines, company policies, and ethical sales practices.- Implement robust processes to ensure the quality of sourced business and minimize delinquencies.- Identify and mitigate potential risks associated with the DSA channel and LAP portfolio.Reporting & Analysis:- Prepare and present regular sales reports, forecasts, and performance analyses to senior management.- Provide insights and recommendations based on market intelligence and sales data.Qualifications & Skills:- Education: Bachelor's degree in Business Administration, Finance, Marketing, or a related field. An MBA or equivalent postgraduate qualification is a plus.Experience:- Minimum of 8-12 years of progressive experience in sales leadership roles within the retail asset financing sector (Banks/NBFCs).- At least 5 years of direct experience in Loan Against Property (LAP) sales.- Proven experience (3-5 years) in managing and leading a team of sales professionals (ASMs/SMs).- Demonstrable expertise in managing and growing business through the DSA channel.- Strong understanding of the LAP product lifecycle, from sourcing to disbursal and post-disbursal management.Domain Knowledge:- In-depth knowledge of the Loan Against Property market in Bangalore, including local property trends, legal aspects, and valuation processes.- Familiarity with credit assessment processes for LAP.Leadership & Management Skills:- Exceptional leadership, team building, and motivational skills.- Ability to set clear goals, delegate effectively, and drive accountability.- Strong coaching and performance management capabilities.Sales & Business Acumen:- Proven track record of consistently achieving and exceeding challenging sales targets.- Excellent negotiation, persuasion, and closing skills.- Strong analytical skills to interpret sales data and market trends.Communication & Interpersonal Skills:- Excellent verbal and written communication skills in English and Kannada (preferred).- Strong interpersonal skills to build rapport with DSAs, customers, and internal stakeholders.Other:- Proficiency in CRM software and MS Office Suite.- Ability to work under pressure and manage multiple priorities effectively.- High level of integrity and ethical conduct. (ref:updazz.com) '