Sales Manager - Mortgages / LAP - Hdfc Bank

To drive business for mortgage products (with a focus on LAP – Loan Against Property), by sourcing quality files through both internal and external channels. The role involves coordinating the entire loan journey from login to disbursal, managing key partnerships (Branches, DSAs), driving cross-sell initiatives, and supporting the channel with training and feedback to improve lead quality.

Key Responsibilities

Sales & Business Development

• Source mortgage loan files (primarily LAP) through bank's internal (branches, RMs) and external channels (DSAs, connectors, etc.).
• Meet customers, especially HNW clients, to understand requirements and guide them through the loan process – minimum 10 in-person customer meetings per month.
• Ensure timely login-to-disbursal journey for customers by coordinating with internal teams – Credit, Operations, CPU.
• Improve LG to LC ratio by analyzing lead quality and providing actionable feedback to channels.
• Conduct periodic product trainings for channel partners to enhance sourcing capabilities.
• Generate leads through reference calling and customer mining.

Cross Sell

• Drive cross-sell of CASA, insurance, and other asset products.
• Ensure mandatory insurance is included at the time of disbursal.
• Liaise with insurance partners for policy clarifications and customer education to avoid mis-selling.
• Call on existing and new customers to identify further sales opportunities or references.

Channel Management

• Work closely with branch banking teams to meet YTD business targets and ensure RM activation.
• Conduct joint calls, update branch hierarchy (Branch Head, Cluster Head, etc.) on performance metrics.
• Ensure DSA engagement through regular updates, training, and product offers to enhance sourcing efficiency.

Educational Qualifications

• Graduate (Marketing/Sales background preferred)
• Postgraduate degree is an added advantage

Experience Required

• 2 to 3 years of relevant experience in mortgage or LAP sales
• Mandatory experience in LAP and Mortgage product sales, preferably with team handling exposure

Key Skills Required

• Strong understanding of Mortgage/LAP product lifecycle
• Relationship management and networking skills
• Channel partner engagement and sales training
• Retail sales and influencing capabilities
• Working knowledge of banking products and market competition
• Effective communication and negotiation skills
• Ability to work with cross-functional teams (credit, ops, insurance)

Preferred Candidate Profile

• Prior experience in LAP and mortgage sales
• Proven track record in channel engagement and team performance
• Strong focus on customer service and cross-selling