Zonal Sales Manager

Job Title:

Role Objective:

Zonal Sales Manager

Key Responsibilities:

1. Existing Portfolio Management

• Mine the existing customer database to identify cross-sell and up-sell opportunities in the Home Loan segment.
• Develop and execute targeted campaigns for

  balance transfer

  ,

  top-up loans

  , and

  repeat home buyers

  .
• Work closely with the CRM and analytics team to track customer lifecycle and trigger-based offers.

2. Tele-Sales Team Management

• Manage and mentor the tele-sales team aligned to the zone for lead generation and conversion.
• Monitor daily call metrics, lead funnel movement, and conversion rates.
• Ensure adherence to calling scripts, compliance standards, and customer communication quality.

3. Data-Driven Sales Activation

• Collaborate with analytics, product, and marketing teams to launch data-based targeting initiatives.
• Analyze internal data to create segmented lead lists and personalized outreach strategies.
• Track campaign performance and optimize lead generation to improve cost per acquisition and ROI.

4. Performance Monitoring & Reporting

• Prepare and present regular reports on sales performance, lead utilization, and pipeline status.
• Set and monitor zone-wise KPIs for tele-sales and portfolio-based teams.
• Drive a structured review mechanism for continuous performance improvement.

Ideal Candidate Profile:

• Education:

  Graduate / MBA preferred

• Experience:

  12–20 years in Home Loan sales, with at least 5–8 years managing tele-sales or customer portfolio-based channels.
• Strong knowledge of Home Loan products, cross-sell/up-sell practices, and data-led targeting.
• Experience managing high-volume calling teams and data-driven sales operations.
• Excellent command over Excel, CRM tools, and reporting dashboards.
• Strong interpersonal, analytical, and execution skills.

Key Performance Indicators (KPIs):

• Disbursal value and volume from portfolio/tele sales channels
• Lead to conversion ratio
• Tele-sales productivity (calls, connect rate, conversion)
• Campaign ROI (Data-led)
• Repeat customer rate and cross-sell success