Relationship Manager-DSA-Housing Loans

ROLE PURPOSE & OBJECTIVE

• Managing End to End sales life cycle of tapping prospects through marketing activities, understanding their requirement and rendering advice
• Negotiating commercials, timely disbursement of loan and providing other Bank Products.
• Implementing tactics to enhance market penetration through DSA channels & marketing activities.
• To set up distribution DSA channel involving in DSA empanelment & handling cases referred by DSAs directly.
• Applicable to all loan officers with 12 Months of service

1. SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Cost of hiring and placing new Relationship Officers at Branches
• Operational Cost of managing the Conveyance and Claims of Relationship Officers
• Cost of procurement marketing collaterals, sales aids
• Shall be expected to manage a portfolio of Rs.15 Cr. Progressively
• Managing a single product across the branches of operations
• Managing a team size of 5 employees progressively
• Managing assets like marketing collaterals, Stationary, Dockets and Systems
• Managing hiring and placement of Relationship Officers in required Branches

1. KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Candidate should be able to deliver budgeted business figures from the Cluster of control through placing adequate manpower across active branches. He/She is also responsible for building a quality portfolio without compromising on quantum of business

Business/ Financials

• Engaging & empaneling with various DSAs in that particular location for increasing Traffic for HL
• To set up distribution via DSA enrollment across the location.
• Targets on number & value of files for Log-in, approval, disbursement of HL
• 65% of target of HL 15% from FD, 15% of S/A and 10% of standalone Insurance
• Collection of Bounced cases for no zero default track of all customers sourced.
• FTR on all files

Customer (Both Internal & External)

• Attend and address customer queries and grievances within the defined TAT.
• Managing internal and external customer relationship to ensure customer satisfaction.
• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure lower customer attrition by providing different products as per customer requirement.
• Focus on lower TAT as per laid down standards.

Internal Process

• FTR on all work/processes/ files
• Well spread file flow of log-in and disbursal over a month.
• Documentation and preparation of process manuals

Innovation & Learning

• Mentor loan officer too graduate to next level.
• Work towards grooming self for next level of cluster manager with help of Cluster Manager & Area Manager.
• Completion of goal setting and appraisal on time

1. MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Graduate with 1 -2 Year experience in Housing Loans
• Post Graduate with 6-12 months experience in Housing loans

Experience(Years and Core Experience Type)

• 3 years in sales and documentation of loans of which at least 1 year in Housing Loans handling DSAs, home loans or loan against property in an NBFC/ Bank/HFC. Mixed experience of Sales & Credit is acceptable, but should be predominantly in sales

Certifications

• Relevant certifications shall be an added advantage

Functional Skills

• Ability to create teams and drive sales performance. Will be required to take complete ownership of Housing business at Cluster level.
• Ability to engage with DSAs, customers, Plan & execute Marketing and Sales promotion
• Ability to speak and read regional language(s)- is desirable. Ability to communicate in English (Read-speak-write) is required. Has good verbal fluency and uses simple, clear and purposeful language.
• Adequate Computer knowledge

Behavioral Skills

• Sound Product knowledge
• Should possess Training Skills
• Willingness to travel & relocation as per business requirements and career opportunities
• Managing customer relations
• Performance oriented

Competencies

• Good Computer Knowledge
• Competent to handle MIS systems and Lending Software

1. KEY INTERACTIONS

INTERNAL

EXTERNAL

• Product and Marketing Team
• Regional Operations, Credit
• Audit, Vigilance and FCU team
• Area Technical Manager
• Legal Vendors
• External marketing agencies
• Competitor Counterparts