Area Sales Head- Varanasi

Role overview

This position is responsible for driving sales expansion in the assigned location, growing the customer base, and strengthening mortgage lending business outcomes. The role also involves building and managing distribution partnerships, improving sales productivity, supporting risk controls, and leading a high-performing team.

Key result areas

• Deliver sales growth for the location and broaden the customer base.
• Spot new business opportunities in the region, create strategies for direct sales, retail DSA channels, and fresh client acquisition, and convert these into area-level target achievement.
• Increase mortgage lending volumes in the territory by managing client databases and activating them through Relationship Managers.
• Strengthen relationships with key clients, improve turnaround time, and drive cross-sell opportunities to expand the area’s customer base.
• Track lead generation and RM productivity measures to build a strong performance-driven sales environment across the region.
• Review product placement and competitive activity in the area and build out the distribution network accordingly.
• Study the local market and competing offerings regularly, and share emerging trends and mortgage business opportunities with head office.
• Work with retail DSA partners and create a structured touchpoint management approach for quicker customer reach.
• Run engagement activities and sales capability sessions to develop channel partners.
• Monitor SLAs, channel sales efficiency, and return on investment to optimize distribution performance.
• Deploy schemes effectively and prioritize sales of products and structures that deliver higher revenue.
• Improve customer satisfaction in the location through Relationship Managers and channel partners.
• Track service metrics, create relationship marketing initiatives, and encourage superior customer service behavior.
• Promote better processes and proven practices to enhance operational productivity.
• Maintain regular contact with important customers to deepen relationships and support faster growth.
• Monitor customer concerns and complaints and ensure corrective action is taken.
• Provide management with information that supports risk control and operational efficiency.
• Support risk and review activities by overseeing loan proposal preparation and documentation for controlled location-level operations.
• Coordinate with customers and the Risk team to provide information needed to assess proposal creditworthiness.
• Prepare periodic MIS reports covering profits, NPAs, and new clients, and submit updates to Cluster Area Heads.
• Lead team development by coaching Relationship Managers for better acquisition, retention, and performance.
• Nominate teams for product, behavioral, and negotiation training, and pursue self-development initiatives.

Direct report purpose

• Relationship Manager: This role supports growth of the mortgages business and loan book by marketing and selling products and solutions to prospective and existing customers at targeted yields and fees through a strong distribution network.
• It also involves strengthening the network by identifying, onboarding, and activating capable retail DSAs through knowledge transfer and capability building, sourced from open markets and excluding corporate and national distributors.
• The role contributes to client and channel acquisition through networking, local area programs, direct builder network development, and cross-selling through group companies.
• Another key focus is building durable customer relationships through strong account management and relationship-building practices.
• The role also requires using local market knowledge and customer preferences to help structure loans appropriately.

Risk and compliance

All required due diligence must be completed to prevent fraudulent lending, and every sales process must follow internal policies as well as applicable regulatory requirements.

Additional information

The posting asks for key result areas and supporting actions to be written out, with a maximum of 10 KRAs. The direct report section is specifically to describe the job purpose of each report in 2 to 3 lines.