Zonal Sales Manager

Job Overview:

We are seeking an experienced and dynamic Zonal Sales Manager (ZSM) to lead the Home Loan & Loan Against Property (LAP) business across the assigned zone. The ZSM will drive sales growth, expand the partner/agency network, strengthen market presence, and ensure seamless execution of sales strategies. This role requires strong leadership, deep understanding of the retail mortgage landscape, and the ability to build and manage high-performing sales teams.

Key Responsibilities:

1. Sales Leadership & Strategy:

• Drive Sales Growth:

  Develop and implement strategies to achieve zone-level sales targets for Home Loan and LAP products.

• Regional Sales Management:

  Oversee multiple regions, ensuring consistent performance and target achievement across all territories.

• Sales Target Achievement:

  Ensure that all channel partners and teams meet monthly and quarterly disbursement goals.

• Market Expansion:

  Identify high-potential markets to expand the partner network and strengthen business penetration.

2. Partner Network Management:

• Partner Recruitment & Onboarding:

  Identify, recruit, and onboard new channel partners, brokers, and mortgage agencies for HL & LAP.

• Relationship Management:

  Build and maintain strong, trust-based relationships with key partners to drive consistent business.

• Partner Support:

  Provide continuous support, guidance, and product training to partners to enhance productivity.

• Performance Monitoring:

  Track partner performance, identify gaps, and implement action plans to improve conversions and disbursement ratios.

3. Team Leadership & Development:

• Team Management:

  Lead and manage Sales Managers and field staff across the zone, ensuring high morale and productivity.

• Training & Capability Building:

  Conduct regular training on product knowledge, credit norms, documentation, and sales techniques.

• Performance Evaluation:

  Hold periodic reviews and provide feedback to improve team effectiveness.

• Incentive & Motivation Programs:

  Create and implement incentive structures to motivate the team and partners towards higher performance.

4. Sales Reporting & Analytics:

• Sales Forecasting:

  Prepare accurate forecasts for the Home Loan and LAP business, aligned with the organizations goals.

• Performance Analytics:

  Analyze zone-level sales data to identify trends, bottlenecks, and opportunities.

• Strategic Insights:

  Present actionable insights and recommendations to senior leadership for improving business performance.

5. Market Intelligence & Competitor Analysis:

• Market Research:

  Monitor market trends, customer needs, and product demand across HL & LAP segments.

• Competitor Tracking:

  Assess competitor pricing, policies, turnaround time, and product features to stay competitive.

• Opportunity Identification:

  Provide inputs for product enhancement or new offerings based on market insights.

6. Compliance & Risk Management:

• Regulatory Compliance:

  Ensure all sales processes adhere to company policies and regulatory norms specific to retail lending.

• Risk Identification:

  Monitor potential risks related to partner behavior, documentation quality, and customer profiles.

• Mitigation Measures:

  Implement corrective actions to ensure portfolio quality and minimize delinquencies.

Qualifications & Experience:

• Education:

  Bachelors degree required; MBA in Sales/Marketing preferred.

• Experience:

  Minimum 10 years in sales, with at least 8 years managing Home Loan or LAP sales teams and partner networks.

• Track Record:

  Proven success in achieving disbursement targets and managing large multi-city sales structures.

Key Skills:

• Strong knowledge of

  Home Loan and LAP products

  , processes, and credit policies.
• Expertise in managing channel partners and mortgage agencies.
  
• Excellent leadership, communication, and negotiation skills.
  
• Strong analytical and decision-making abilities.
  
• Ability to strategize, plan, and execute large-scale sales programs.
  
• Proficiency with CRM systems and sales management tools.