RL - Mortgages †National Sales Head - ASHA Home Loan
About the Business Group:
The Mortgages department is a part of the Retail Lending business of the bankand offers Asha Home Loans to all segments including affordable segment of customers Pan India.
About the Role:
This is a leadership role responsible for achieving business goals, optimizing profitability, overseeing compliance, and driving transformation within Asha Home Loan Business. It involves strategic planning and execution to maximize revenue, enhance portfolio growth, and ensure risk compliance.
Details of the Role:
Department
Retail Lending
Grade
SVP I / SVP II
Sub-Department
Retail Lending- ASHA Home Loan
Reporting (Business)
SVP II/EVP
Location
Pan India
Reporting (Matrix)
Key Responsibilities:
Business Goals and Profitability
Preparation of annual sales budget and executing strategies that enable achieving the target.
Prepare Monthly, Quarterly and Annual sales forecast and be responsible for Zonal sales target along with growth and profitability of portfolio
Develop / enhance new / existing channels of sales e.g., Direct Sales Agents, Connectors, AVC and Branch
Appraise the management team on the implementation for strategies approved by the senior management and overall key metrics of sales and profitability
Liaise and collaborate with cross-functional partners (risk, Marketing, Product, Operations, Analytics) to achieve overall business and bank objectives.
Monitor pricing, revenue generation, portfolio performance including budgetary, expansion and long-term business planning.
Tracking critical business metrics like fee income, IRR, productivity, PDD, etc. and ensure it is in line with budgeted numbers.
Nurturing the talent within the team, promoting, and encouraging team members to perform, achieve targets and meet organizational goals.
Sales and Channel Development
Distribution planning according to the business and manpower budgets are aligned.
Work closely with Branch Banking leadership to maximize cross-sell and up-sell opportunities.
Designing and driving Sales promotions and campaigns to enable and support in achieving Asha Home Loan targets.
Compliance and Risk Management
Ensure compliance with internal policies, RAR observations, and regulatory norms.
Along with the Product, risk and underwriting team, the policies and operating processes for the Asha Home Loan vertical are to be periodically reviewed
Customer Experience
Resolve customer escalations and support frontline in delivering superior customer experience.
Oversee a fulfilling customer journey leading to customer delight and making the Bank as the partner of choice
Digital Adoption and Innovation
Drive digital adoption among branch teams using tools like Siddhi, MLP, Omega, and SFDC.
Qualifications:
Post Graduate degree from premier institute
10-12+ sales experience (secured products preferred) with at least 6-8 years in Home Loan and LAP (preferably affordable housing loans).
Role Proficiencies:
Strong sales orientation
Proficiency in managing complex client relationships, diverse stakeholders
Capability to handle pressure and meet deadlines
Skill in managing large, geographically spread team coaching and mentoring team members
Competence in managing within a dynamic, priority-setting environment
