Sales Mgr-home Loans Job in Hdfc Bank

Job Description

• Drive Logins for Home Loans through various channels and a team of HDB Sales ExecutivesQuantitative:Annual Login targets - Minimum 648Data entry to be done in HDFC Ltd systems, preparing CAM and scanning the documents.

• Coordinate with HDFC Ltd team for IT issues being faced if any while logging in a file.

• Ensure calling on leads received from channels being handled, references received from existing customers.

• Ensure calling on opportunity bases.

• Wherever required, personally meet up with customers - especially HNW customers.

• Minimum 10 customers to be met personally and customer interaction to be updated in CRM next per month.

• Initiate for activities for lead generation.

• Arrange for training at channels on lead sourcing quality, give feed-back on leads generated so as to ensure quality of lead generation improves and overall LG to LC ratio improvesAchieve Disbursal targets on value and NosQuantitative: Annual disbursal unit targets Minimum 324 Units Disbursal target value is assigned basis grid on City Category and Grade.

• Drive calling on all SUD cases.

• Coordinate with HDFC Ltd Credit and Operations team for resolution on post sanction documentation.

• For sensitive / HNW cases coordination with customer and HDFC Ltd as in case of HDFC Ltd, the customer is mandatorily required to visit HDFC Ltd office to complete the disbursal formalities.

• Drive RM / PB, KCM-CSRM / DSA activation for higher volumes.

• Quantitative:SM mapped with 1 to15 RM - 40% activation target SM mapped with >15 RM - 35% activation targetKCM-CSRM - KCM activation benchmark is 3 LCs; CSRM benchmark is 2 LC; 80% activation benchmark COP - PB - 30% activation benchmark DSA - 30% DSA to be active every month less than 3 months from date of code activation - approval for empanelling received not to be included.

• However, DSA with Flat payout / Special payout LPO is to be included from first month.

• Qualitative:To follow the branch sales process, 100% updation of target branches of MOM in Cogent, Minimum 10 Customer interactions to be updated in Cogent.

• Update the branch hierarchy (Branch Head, Cluster Head, Circle Head, Zonal Head) on RM activation on LG and LC.

• Attend branch scrum meetings, review leads generated, share feed-back on the lead quality and overall LG LC ratio.

• Conduct product trainings, update on rate revisions, product offers etc.

• For DSA channel:Ensure continuous channel engagement, training, update on product features and offers to improve lead generation and overall business.

• Drive Insurance penetration on Insurance casesQuantitative: 25% of disbursal targetDrive calling on all SUD cases for Insurance cross sellDrive coordination with Insurance teams (HDFC Life and HDFC ERGO) for increasing penetration in Home Loan cases.

• Ensure customer is briefed on the policy details to avoid mis-sell and miscommunication.

• Ensure periodic training for the Sales Team is done by Insurance teams.

• Drive CASA and CC Cross sellQuantitative:Annual CASA target of 216 units, Annual CC target of 120 units For SM handling DSA channel Annual CASA target is 120 units.

• Drive calling on all customers - External Customers for account opening and Internal customers for references for CASA and CC cross sell.

• Continuous training of the Sales team on CASA and CC cross sell.

• Branch targets - Quantitative:YTD branch tgt achievement # Branches meeting targets as 80%- To follow the branch sales process, 100% updation of target branches of MOM in Cogent, Minimum 10 Customer interactions to be updated in Cogent.

• - Update the branch hierarchy (Branch Head, Cluster Head, Circle Head, Zonal Head) on RM / PB activation on LG and LC, YTD Branch target vs achievement- Attend branch scrum meetings, review leads generated, share feed-back on the lead quality and overall LG LC ratio.

• - Conduct product trainings, update on rate revisions, product offers etc.

• - Engage with branches for activities in catchment areas, branch managed corporatesDrive HBL ProductivityQuantitative:Minimum 1 fresh unit disbursal per executive per month (excluding 3 months vintage) - Benchmark 85%- Continuous training for the sales team- Conduct joint visits - Review team size, hiring, training of Sales executives.

• - Arrange for activities in branches, branch catchment area, branch managed corporates.