RL - Mortgages: Product Team - Channel Head

About the Role:
The Branch Channel Head - Mortgage will be responsible for driving Home Loan and LAP business through the Branch Banking network across the country. The role ensures delivery of YoY growth, channel activation, productivity improvement, process discipline, and alignment with branch leadership to scale mortgage sourcing and conversions.

Details of the Role:
DepartmentRetail LendingGradeVP
Sub-DepartmentRetail Lending- Prime MortgagesReporting (Business)SVPI/SVPII
LocationPan IndiaReporting (Matrix)
Key Responsibilities:
Business Growth & Profitability:
.Drive mortgage (HL + LAP) acquisition through Branch Banking channels, ensuring YoY growth.
.Build and execute national-level sourcing strategies in collaboration with Zonal/Regional Branch Banking Heads.
.Identify high-potential markets/clusters and create micro-plans to grow market share.
.Drive monthly & quarterly sales cadence, funnel reviews, and productivity KPIs.
.Own the P&L for mortgage products, maximize revenue, and drive cross-sell/up-sell of other bank products.
Channel Engagement & Activation:
.Strengthen mortgage penetration across branches by activating frontline staff and branch leadership.
.Create structured engagement programs, contests, and incentive frameworks to improve lead generation and conversion.
.Provide training, product knowledge, and sales enablers to branch teams.
Stakeholder Management:
.Collaborate with Branch Banking, Credit, Operations, Analytics, Risk, and Marketing teams for seamless customer experience.
.Partner with Regional/Zonal Branch Heads to align targets, review performance, and resolve bottlenecks.
.Ensure strong cross-functional governance and timely escalation/resolution of issues.
Performance Management & Productivity:
.Track and improve branch channel productivity across key metrics: leads, login-to-sanction ratio, TAT, revenue per branch, and sourcing quality.
.Use analytics and dashboards to monitor trends and take corrective actions.
.Identify low-performing markets/branches and implement revival/turnaround plans.
Strategic Initiatives & Transformation:
.Lead digital & process enhancement initiatives impacting mortgage sourcing through branches.
.Work with product and digital teams to improve customer journeys, policies, and automation (SFDC, lead engines, workflow tools).
.Drive new business pilots, cross-sell initiatives, and branch-level mortgage ecosystem creation.
Compliance, Governance & Quality:
.Ensure adherence to internal policies, RBI norms, KYC/AML guidelines, and audit standards.
.Monitor portfolio quality for branch-sourced business and coordinate with credit to maintain healthy sourcing.
.Proactively identify process gaps and implement controls.
Qualifications:
.Graduate/Postgraduate from a recognized institute.
.10-15 years of experience in Retail Lending, preferably Home Loans/Mortgages.
.Prior experience in channel management, Branch Banking engagement, and PAN-India sales leadership preferred.

Role Proficiencies:
.Strong sales leadership & relationship management.
.High analytical ability and comfort with dashboards/MI.
.Excellent communication and stakeholder influence at senior levels.
.Strategic thinking with execution rigor.
.Ability to drive teams in a matrix structure.
.Problem-solving mindset and high customer orientation
Key Performance Indicators (KPIs):
.Mortgage business growth YoY and Budget vs Achievement.
.Branch penetration & activation ratio.
.Lead funnel health and conversion ratios.
.Productivity per branch/employee.
.Portfolio quality - early delinquencies & deviations.
.TAT improvement & customer experience scores.
.Stakeholder satisfaction across zones/regions.