Drives affordable housing finance growth by acquiring home-loan customers, managing DSAs, builders, branch partnerships, and direct sales teams. Oversees the end-to-end application process, coordinates with credit, legal, technical, operations, and collections teams, and achieves sourcing, disbursement, cross-sell, and portfolio-quality targets. Builds customer and channel relationships, supports builder tie-ups, trains sales teams, monitors pipelines, and ensures compliance and customer satisfaction.
JD
Relationship Manager - Affordable Housing Finance (Vishwas)
Role Purpose
The Relationship Manager - Affordable Housing Finance (Vishwas) is responsible for driving business growth through sourcing and acquisition of affordable housing finance customers across open market and cross-channel networks. The role focuses on expanding the distribution ecosystem through DSAs, branch partnerships, builder tie-ups, and direct sales teams while ensuring superior customer experience and portfolio quality. The incumbent will manage the end-to-end home loan process, build strong relationships with customers and channel partners, and achieve business targets through effective sales and cross-sell strategies.
Key Responsibilities
- Drive Affordable Housing Finance business through open market sourcing and cross-channel partnerships.
- Acquire new customers for Home Loans and related mortgage products within the assigned geography.
- Expand the sourcing network by onboarding and managing DSAs, connectors, and branch channels.
- Lead and improve the productivity of the Direct Sales Team (DST) to achieve business objectives.
- Identify and penetrate potential catchment areas to generate quality business opportunities.
- Build and maintain relationships with affordable housing developers, builders, and local market influencers.
- Facilitate builder tie-ups and coordinate project approval processes to enhance sourcing channels.
- Meet prospective customers, understand their housing finance requirements, and provide suitable solutions.
- Ensure achievement of disbursement, login, and portfolio growth targets.
- Generate additional revenue through cross-selling of Insurance, CASA, Credit Cards, and other retail banking products.
- Conduct regular training and capability-building programs for DST members and channel partners.
- Coordinate closely with Credit, Legal, Technical, RCU, Operations, and Collections teams for smooth processing and disbursement.
- Monitor application pipelines and ensure timely status updates to customers and stakeholders.
- Maintain portfolio quality by adhering to credit and compliance guidelines.
- Deliver superior customer service and enhance customer satisfaction to achieve strong NPS scores.
Desired Candidate Profile
- Graduate/Postgraduate with experience in Affordable Housing Finance, Housing Finance, LAP, Mortgage, or Retail Assets.
- Strong understanding of affordable housing markets, customer acquisition, and channel management.
- Proven experience in handling DSAs, builder relationships, and direct sales teams.
- Strong knowledge of mortgage products, underwriting processes, and regulatory compliance.
- Excellent communication, relationship management, and negotiation skills.
- Ability to deliver business targets while maintaining portfolio quality and customer satisfaction.
Key Performance Indicators (KPIs)
- Home Loan sourcing and disbursement volume.
- New DSA/Channel Partner acquisition.
- Builder tie-ups and project approvals.
- DST productivity and team performance.
- Cross-sell revenue generation.
- Portfolio quality and delinquency levels.
- Customer satisfaction and NPS scores.
- Turnaround time (TAT) for login-to-disbursement process.
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