Relationship Manager - Retail Sales

Tata Capital; Gurugram District; On-site; INR 2,000,000 - 4,200,000; Full time

Job summary

Tata Capital is seeking a dynamic sales leader to drive home loan targets and cross-sell opportunities while strengthening client relationships in a fast-paced market.

The role emphasizes building a robust partner network with DSAs, expanding APF project penetration, and coordinating with Operations and Credit to ensure smooth disbursement. A strong candidate will guide a team of Relationship Managers and align sales efforts with market trends.

Qualifications

• Graduate or postgraduate degree.
• Experience in sales management and channel partners desirable.
• Strong stakeholder management and cross-functional collaboration.

Responsibilities

• Aggressively drive the sales numbers and achieve targets for home loans and cross selling while upgrading client relationships.
• Retain and expand customer base for home loan and LAP to ensure repeat business or referrals.
• Maximize sales through a network of DSA by managing connector and builder relationships.
• Develop and maintain liaisons with clients for repeat business or referrals.
• Maximize APFs and increase penetration in approved APF projects.
• Identify and develop new builder/channel relationships to penetrate markets.
• Ensure files move from login to disbursement, coordinating with Operations and Credit.
• Optimize team productivity by managing relationship managers to meet targets and profitability.
• Align with the team on ground lead generation activities for Sales.
• Lead and supervise RM team for growth agenda through training, motivation, and deployment.
• Keep abreast of market trends and competitor intelligence to shape strategies.
• Provide feedback to product/policy teams to stay ahead in the market.
• Ensure compliance to Audit/NHB regulations and internal processes.

Skills

Relationship management

Team leadership

Sales planning

Cross-functional collaboration

Education

Graduate

Masters/Postgraduate

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 companys 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