Sales Mgr-Home Loans

Drive Logins for Home Loans through various channels and a team of HDB Sales Executives Quantitative: Annual Login targets - Minimum 648 Data entry to be done in HDFC Ltd systems, preparing CAM and scanning the documents.
• Coordinate with HDFC Ltd team for IT issues being faced if any while logging in a file.
• Ensure calling on leads received from channels being handled, references received from existing customers.
• Ensure calling on opportunity bases.
• Wherever required, personally meet up with customers - especially HNW customers.
• Minimum 10 customers to be met personally and customer interaction to be updated in CRM next per month.
• Initiate for activities for lead generation.
• Arrange for training at channels on lead sourcing quality, give feed-back on leads generated so as to ensure quality of lead generation improves and overall LG to LC ratio improves Achieve Disbursal targets on value and Nos Quantitative: Annual disbursal unit targets Minimum 324 Units Disbursal target value is assigned basis grid on City Category and Grade.
• Drive calling on all SUD cases.
• Coordinate with HDFC Ltd Credit and Operations team for resolution on post sanction documentation.
• For sensitive / HNW cases coordination with customer and HDFC Ltd as in case of HDFC Ltd, the customer is mandatorily required to visit HDFC Ltd office to complete the disbursal formalities.
• Drive RM / PB, KCM-CSRM / DSA activation for higher volumes.
• Quantitative: SM mapped with 1 to15 RM - 40% activation target SM mapped with >15 RM - 35% activation target KCM-CSRM - KCM activation benchmark is 3 LCs; CSRM benchmark is 2 LC; 80% activation benchmark COP - PB - 30% activation benchmark DSA - 30% DSA to be active every month less than 3 months from date of code activation - approval for empanelling received not to be included.
• However, DSA with Flat payout / Special payout LPO is to be included from first month.
• Qualitative: To follow the branch sales process, 100% updation of target branches of MOM in Cogent, Minimum 10 Customer interactions to be updated in Cogent.
• Update the branch hierarchy (Branch Head, Cluster Head, Circle Head, Zonal Head) on RM activation on LG and LC.
• Attend branch scrum meetings, review leads generated, share feed-back on the lead quality and overall LG LC ratio.
• Conduct product trainings, update on rate revisions, product offers etc.
• For DSA channel: Ensure continuous channel engagement, training, update on product features and offers to improve lead generation and overall business.
• Drive Insurance penetration on Insurance cases Quantitative: 25% of disbursal target Drive calling on all SUD cases for Insurance cross sell Drive coordination with Insurance teams (HDFC Life and HDFC ERGO) for increasing penetration in Home Loan cases.
• Ensure customer is briefed on the policy details to avoid mis-sell and miscommunication.
• Ensure periodic training for the Sales Team is done by Insurance teams.
• Drive CASA and CC Cross sell Quantitative: Annual CASA target of 216 units, Annual CC target of 120 units For SM handling DSA channel Annual CASA target is 120 units.
• Drive calling on all customers - External Customers for account opening and Internal customers for references for CASA and CC cross sell.
• Continuous training of the Sales team on CASA and CC cross sell.
• Branch targets - Quantitative: YTD branch tgt achievement # Branches meeting targets as 80% - To follow the branch sales process, 100% updation of target branches of MOM in Cogent, Minimum 10 Customer interactions to be updated in Cogent.
• - Update the branch hierarchy (Branch Head, Cluster Head, Circle Head, Zonal Head) on RM / PB activation on LG and LC, YTD Branch target vs achievement - Attend branch scrum meetings, review leads generated, share feed-back on the lead quality and overall LG LC ratio.
• - Conduct product trainings, update on rate revisions, product offers etc.
• - Engage with branches for activities in catchment areas, branch managed corporates Drive HBL Productivity Quantitative: Minimum 1 fresh unit disbursal per executive per month (excluding 3 months vintage) - Benchmark 85% - Continuous training for the sales team - Conduct joint visits - Review team size, hiring, training of Sales executives.
• - Arrange for activities in branches, branch catchment area, branch managed corporates.

Skills
• Home Loans Sales back ground,
• Industry knowledge,
• Network of open market agents - DSA, Connectors, Competitor information