Relationship Manager - Housing Loans

Role overview

This position is for a Relationship Manager in the Housing Loans department, working from a branch location and reporting to the Cluster Manager - Housing Loans. The role is full-time and sits at grade M.

Purpose of the role

The job focuses on driving the complete sales journey for housing loans — from identifying prospects through marketing efforts to understanding customer needs, advising them, and closing business. The role also includes negotiating commercial terms, ensuring timely disbursement, and cross-selling other bank products. A key part of the role is expanding market reach through bank branches, connector networks, customer referrals, and promotional activity, including builder empanelment (APF).

Role scope

The position is expected to support cluster-level business targets by ensuring the right manpower is placed across active branches and by maintaining a strong, high-quality portfolio. The role covers one product line across branch operations and also involves handling related assets such as marketing material, stationery, dockets, and systems. The incumbent is expected to progressively manage a portfolio of Rs. 5 Cr.

Key responsibilities

• Drive branch-level housing loan sourcing by coordinating with bank branches and the microbanking team to increase footfall and customer flow.
• Build sourcing channels through connector onboarding, engagement, and builder empanelment (APF).
• Deliver target numbers and value for login, approval, and disbursement of housing loan files.
• Contribute to the stated product mix, including 65% housing loans, 15% fixed deposits, 15% savings accounts, and 10% standalone insurance.
• Track and recover bounced cases while maintaining a zero-default approach for customers sourced.
• Ensure first-time-right execution across files and processes.
• Respond to customer questions and grievances within the defined turnaround time.
• Maintain strong internal and external customer relationships to support satisfaction and retention.
• Educate customers on the full range of Ujjivan products and services.
• Reduce customer churn by matching products to customer needs.
• Keep turnaround times low and aligned to prescribed standards.
• Maintain smooth file movement for login and disbursal across the month.
• Support documentation and contribute to process manual preparation.
• Continuously develop toward the next level of cluster manager with support from the Cluster Manager and Area Manager.
• Complete goal-setting and appraisal activities on time.

Experience and qualification requirements

Suitable candidates should be graduates with 1 to 2 years of experience in Ujjivan Housing Loans, or postgraduates with 6 to 12 months of experience in housing loans.

Overall experience should be 2 to 7 years in loan sales and loan documentation, with at least 2 years specifically in housing loans, home loans, or loan against property within an NBFC, bank, or HFC. A blended background in sales and credit is acceptable, provided the experience is mainly in sales.

Skills and capabilities

The role requires strong team-building ability, sales leadership, customer engagement, marketing execution, product understanding, training capability, and good computer proficiency. The candidate should be able to communicate clearly in English and, preferably, read and speak regional languages. Comfort with MIS tools and lending software is also important.

Behavioural expectations

The bank is looking for a performance-oriented professional who can manage customer relationships well, demonstrate sound product knowledge, and remain open to travel and relocation based on business needs and career growth opportunities.

Additional requirements and interactions

Relevant certifications will be considered an added advantage.

The role involves regular interaction with internal teams such as Product and Marketing, Regional Operations, Credit, Audit, Vigilance, FCU, and the Area Technical Manager, as well as external partners including legal vendors, marketing agencies, and competitor counterparts.

Document history

Prepared by Shiv Kumar on 22-01-2024. Reviewed by Pradeep B on 22-01-2024. Last updated by TM Team on 22-01-2025.