Relationship Manager-DSA-Housing Loans

1. POSITION DESCRIPTION

JOB TITLE

Relationship Manager-DSA-Housing Loans

GRADE

M

DEPARTMENT

Housing Loans

LOCATION

BRANCH

SUB-DEPARTMENT

DSA

TYPE OF POSITION

Full-time

REPORTS TO

Regional Sales Manager-DSA

REPORTING INTO

NA

1. 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 DSA’s 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 DSA’s 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 DSA’s, 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 DSA’s, 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

PREPARED BY: Shiv Kumar

DATE: 22-01-2024

REVIEWED BY: Rishu Kumar

DATE: 22-01-2024

LAST UPDATED BY : TM Team

DATE: 22-01-2024