Job Description Deputy Regional Manager - Mortgage Sales
Job Location: Chandigarh
Mapped location: 10-15 locations in Punjab
Team Handling: 100-150 Employees including leadership
Qualification - Graduate / Post Graduate
Experience- A minimum of 10 to 15 years of experience in overseeing
Mortgage and Loan Against Property (LAP) Business.
Roles & Responsibilities- ASM Review Once a month review by DRM/ARM if DRM is not available
- SSR Strategy Meeting Monthly on the 15th
- Discuss achievements and shortcomings of last month's strategy
- Compare achievements versus targets for the last month
- Analyze trends in sales, leads, and conversions
- Examine LSR/SLR of all projects
- Analyze LTC leads
- Discuss mapping and relationships of high-selling projects
- Review progress on focused projects
- Analyze new sources added during the current month
- Review high-performing BSA/brokers
- Review future identified projects
- BSA
- Discuss achievements and shortcomings of last month's BSA strategy meeting
- Review ageing of BSA approvals
- Assess performance vs vintage of BSAs
- Develop strategies for inactive BSAs
- Develop strategies for empanelling non-builder BSAs
- SSR analysis of BSAs
- NPE Rising Stars
- Rising Star Employees with no experience should perform sufficiently within 6 months. Experienced employees should perform within 3 months
- Discuss achievements and shortcomings of last month's NPE strategies
- Analyze sources and quality of NPE sources
- Discuss analysis by ASM of Sales Patri files for employees who are NPE for three consecutive months
- Hiring
- Discuss achievements and shortcomings of last month's hiring strategy
- Finalize hiring budget
- Retention
- Analyze short compensation/incentive reports from HO
- Analyze attrition rate report shared from HO
- Review the Exit Interview report from Regional HR
- PAMS
- Discuss achievements and shortcomings of last month's PAMS strategies
- Analyze performance on approved projects
- Review ageing of project approval
- Analyze project approval visits
- Geography mapping
- Review achievements and shortcomings of last month's geography mapping
- Discuss the findings of last month's audit by various leadership levels
- Address pending area mapping and set deadlines
- Entertainment policy
- Analyze budgets and expenses
- Review outcomes of earlier activities
- Plan strategy for future activities
- Marketing Activities
- Review achievements and shortcomings of last month's marketing activities
- Participate with ASMs and teams in high-selling project's marketing activities
- Discuss corporate activities
- Financial Services strategy meeting - ARM/ DRM
- Review achievements and shortcomings of last month's FS meeting
- Monthly review with FS managers & HL managers to achieve 50% insurance penetration
- Plan strategy for FOS's with less than 50%
- Credit Meeting ARM/ DRM
- Review achievements and shortcomings of last month's credit meeting with the Credit team
- Review all credit metrics
- Rescan
- Review TAT's on Login to RHDFC
- Ensure file completeness
- Review staffing
- Discuss HDFC/HSPL related issues and plan strategies to resolve them
- LMS Strategy Meeting - ARM/ DRM
- Monthly strategy meeting with LMS manager, discuss
- Total Lead conversion ratio
- Leads to Appointment Ratio
- Appointments to Login Ratio
- Competition and rejection ratios
- LMS call analysis
- Lead conversion ratio per Sales Officer (SO)
- Pending attention and action cases per SO
- Match lead count with SSR for all teams
- Conversion ratios per source
- Review call conversations
- Key ratios: LTC, Rejections & Follow up
- Training - ARM/ DRM
- Monthly meeting with L&D manager to ensure training adherence
- Address new joiners during Induction and meet them regularly for the next three months
- Discuss PACE results
- Collect feedback from L&D Manager about Sales employees and take necessary actions
- Collect feedback from Sales employees about L&D Managers and share it with the Regional L&D Manager
- Check 30% of Patri file of a new joiner at the training stage to verify proper implementation of training
- JD Implementation - DRM/ ARM
- Implement JD for all down-line hierarchies
- Conduct focus group discussions to understand and implement JDs
- Identify gaps in implementation
- Discuss gaps with seniors and plan actions
- Team Management and Development - DRM/ ARM
- Maintain a culture of fairness, openness, and transparency
- Be accessible for escalations and maintain smooth interdepartmental functioning
- Encourage and motivate the team to achieve goals
- Identify high-potential employees and coach them for next level
- Expansion of geography - ARM/ DRM
- Identify untapped markets
- Source Relationship management - DRM/ ARM
- Maintain relationships with CF & property funds projects
- Maintain relationships with all Category A Builders and large brokers
- Maintain SDB of all sources in an excel sheet
- Visit each source once a month to maintain relationship
- Audit and resolve issues with HSPL
- Town Hall
- Conduct Town hall meetings twice a month
- Record and share minutes of the Town hall with Reporting Manager
- Discuss achievements and shortcomings of last Town hall's
- Market Intelligence
- Submit monthly market intelligence report to management
- Meet counterparts from competition
- Discipline
- Maintain and observe discipline at all locations
- Ensure compliance with PSHP (Prevention of Sexual Harassment Policy at workplace)
- Maintain time discipline Monitor attendance of Hierarchy
- Manage inter and intra-department issues
- Adhere to company processes related HR, JD, SOPs
- Map geography of teams
- HDFC related relationship with BD Team, BM and technical team
- Attend monthly meetings with HDFC marketing
- Follow up for pending project approvals
- Submit schemes to HDFC marketing and get necessary approvals
- Report problems at developer counters related to HDFC CF relationships
- Support HDFC branches with adequate manpower
- Manage Product Mix
- Manage various product mixes such as BT, REACH, Non-Housing, small CF, land loans, and self-construction loans
- Co-ordination with IT, HR, and admin
Skills: budget management,project management,team management,process improvement,strategic planning,loans,secured loans,market analysis,mortgage sales,relationship management,training,data analysis,sales analysis,team leadership,sales,staff training,drm,home loans,mortgage,housing finance,market intelligence,sales strategies,l&d
