Sales Manager- Home Loan & Mortage

Sales Manager – Home Loan | Builder Channel

Department: Sales / Home Loans

Designation: Field Sales Manager

Function: Builder Channel / Retail Assets

Employment Type: Full-Time

Reporting To: Business Head

Location: [Location]

1. Role PurposeThe Field Sales Manager will be responsible for generating Home Loan business through strong relationships with builders, developers and their sales/CRM teams.

The role involves managing the complete customer journey from lead generation and property booking to document collection, loan login, sanction and final disbursement, ensuring a smooth and timely experience for both the customer and builder.

The candidate will act as the key coordination point between Builder, Customer, Bank/NBFC, Credit, Operations and Legal teams to ensure maximum conversion and timely disbursement.

• 2. Key ResponsibilitiesA. Builder & Developer Relationship ManagementDevelop and maintain strong relationships with builders, developers and real-estate channel partners.
• Regularly visit builder project sites, sales offices and CRM offices to generate Home Loan leads.
• Liaise with builder sales/CRM teams to identify customers who have booked or are planning to book residential properties.
• Generate regular business from existing builder relationships and develop new builder/channel relationships.
• Understand project details, payment schedules, customer booking status and upcoming inventory.
• Coordinate with builders for project-related information, APF/project approval and required documentation wherever applicable.
• B. Lead Generation & Business DevelopmentGenerate quality Home Loan leads from builder projects and property bookings.
• Meet customers at builder sites/offices and understand their loan requirements.
• Assess the customer's basic financial profile and identify suitable lending options.
• Explain Home Loan products, interest rates, eligibility, processing fees, tenure and other relevant terms to customers.
• Maintain a healthy pipeline of leads and continuously work towards conversion.
• Achieve assigned monthly login and disbursement targets.
• C. Customer Documentation & File PreparationCollect all required customer documents as per the lender's checklist.
• Ensure KYC, income, banking, property and other required documents are complete and accurate before login.
• Scrutinize documents at the initial stage to minimize deficiencies and avoid unnecessary delays.
• Coordinate with customers and builders for pending documents and clarifications.
• Maintain proper records and confidentiality of customer information and documents.
• D. Loan Login & ProcessingEnsure timely login of eligible Home Loan cases with the appropriate Bank/NBFC.
• Coordinate with Credit, Operations, Legal and Technical teams for smooth processing.
• Track every case from Login → Verification → Credit Assessment → Sanction → Documentation → Disbursement.
• Resolve deficiencies/queries raised by Credit, Operations, Legal or other internal departments.
• Keep the customer and builder updated on the progress of the loan application.
• Ensure cases are processed within defined TAT.
• E. End-to-End Disbursement ManagementTake complete ownership of cases until final loan disbursement.
• Coordinate with the customer, builder and lender for sanction and pre-disbursement requirements.
• Ensure completion of all required sanction and disbursement documentation.
• Follow up with the bank/NBFC for timely disbursement.
• Coordinate with the builder for demand letters, payment schedules and other disbursement-related documents.
• Ensure timely resolution of any issue that may delay disbursement.
• Maintain a strong Login-to-Disbursement conversion ratio.
• F. Relationship & Service ManagementAct as the single point of contact for customers during the loan journey.
• Resolve customer and builder queries promptly.
• Maintain regular communication until disbursement.
• Provide post-disbursement support wherever required.
• Build long-term relationships with builders and customers to generate repeat business and referrals.
• G. MIS & ReportingMaintain daily/weekly/monthly sales and pipeline reports.
• Track:
• 
  
• Leads generated
• Applications received
• Login cases
• Sanctioned cases
• Pending cases
• Disbursement cases
• Disbursed amount
• Login-to-disbursement conversion
• Pending documentation
• Share regular updates with the reporting manager.
• Maintain accurate CRM/system updates for all cases.

3. Key Performance Indicators (KPIs)The candidate will be measured primarily on:

1. Monthly Home Loan Login Target
2. Monthly Disbursement Target
3. Login-to-Disbursement Conversion Ratio
4. Number of Active Builder Relationships
5. Lead Generation & Conversion
6. Average TAT from Login to Disbursement
7. Quality of Cases / Low Rejection Ratio
8. Customer & Builder Satisfaction
9. Repeat Business & Referral Generation

• 4. Required SkillsExcellent communication and interpersonal skills.
• Strong relationship-building ability.
• Good negotiation and convincing skills.
• Strong follow-up and coordination skills.
• Target-oriented and result-driven approach.
• Ability to work independently in field sales.
• Good knowledge of Home Loan processes.
• Good understanding of KYC and income documentation.
• Ability to coordinate effectively with Banks/NBFCs, Credit and Operations teams.
• Good knowledge of MS Excel/CRM systems.
• Strong ownership of cases from lead generation to disbursement.

5. Preferred Candidate ProfileEducation: Graduate in any discipline; MBA/PG preferred.

Experience:

• 2–6 years of experience in Home Loans / Housing Finance / Mortgage / Banking / NBFC / Real Estate Finance.
• Experience in Builder Channel / Developer Channel will be highly preferred.
• Candidates having experience with Builder Sales/CRM teams and Home Loan processing will have an advantage.

Preferred Industry Background:

• Housing Finance Companies
• Banks – Retail Assets / Home Loans
• NBFCs
• DSA / Home Loan Distribution Companies
• Mortgage / LAP Companies
• Real Estate Finance
• Builder/Developer Home Loan Desk

6. Ideal CandidateWe are looking for a self-driven, field-oriented and target-focused sales professional who can independently manage builder relationships and take ownership of the complete Home Loan journey.

The ideal candidate should be comfortable with field visits, customer meetings, document collection, bank coordination and continuous follow-up until successful loan disbursement.

Core CompetenciesBuilder Relationship | Field Sales | Home Loan Sales | Customer Acquisition | Documentation | Loan Login | Credit Coordination | Follow-up | Disbursement | Relationship Management | Target Achievement

7. Role Summary – One Line"Generate Home Loan business through builder relationships and take complete ownership of every case from property booking and document collection to loan login, sanction and final disbursement."