Relationship Manager - Retail Home Loan Sales

Tata Capital Finance Ltd; Aligarh; On-site; INR 800,000 - 1,500,000; Full time

Job summary

Tata Capital Finance Ltd seeks a results-driven Sales Manager to aggressively grow home loan sales and cross-sell opportunities. You will expand the customer base for home loans and LAP, while strengthening relationships with DSAs and builders to drive repeat business.

The role requires coordinating with Operations and Credit for seamless disbursement, leading a team of relationship managers, and optimizing market coverage to meet targets and profitability in the UP region.

Qualifications

• Experience driving home loan sales and cross selling.
• Graduate or postgraduate degree required.
• Strong stakeholder and builder relationship management.

Responsibilities

• Aggressively drive sales targets for home loans and cross selling while upgrading client relationships.
• Retain and expand home loan and LAP customer base for repeat business or referrals.
• Maximize sales through DSA networks and builder relationships.
• Develop and maintain client liaisons for repeat business.
• Increase APF penetration in approved projects.
• Identify new builder/channel relationships to penetrate new markets.
• Ensure end-to-end file processing from login to disbursement with Operations and Credit.

Skills

Relationship management

Team leadership

Sales targeting

Client liaison

Education

Graduate/Masters

Job description

Core Responsibilities

Sales Process Management

• Aggressively drive the sales numbers and achieve the business targets for home loans and through cross selling while continuing to enhance and upgrade the client relationships.
• Retain and expand the company's base of customers for home loan and LAP channel so as to ensure repeat business or referrals
• Maximize sales through a network of DSA by effectively managing connector and builder relationships to ensure strong business
• Develop and maintain strong liaisons with the clients for repeat business or referrals.
• Maximize number of APFs and increase penetration in the approved APF projects.
• Identify and develop new builder/channel relationships so as to penetrate new markets and thereby increase business
• Ensure the files are processed from login stage to disbursement and liaise with internal departments (Operations and Credit) for completion.

Sales Planning and Team Management

• Optimize team productivity by effectively managing the team of relationship managers so as to assure achievement of team results and thereby meet the business targets and profitability of the area
• Align with the team on ground lead generation activities for Sales.
• Lead and supervise the team of relationship managers for the implementation of the growth agenda through appropriate training, motivation and deployment strategies

Industry & Governance

• Constantly keep abreast of market trends and competitor intelligence so as to build and develop effective sales and marketing strategies
• Use understanding of the markets / competition / process and products available in the markets to provide positive feedback to the central product and policy team to stay ahead in the market.
• Ensure compliance to all Audit / NHB regulations as well as processes, policies and reports as per company designed systems.

Qualifications

Graduate, Masters/Postgraduate