Relationship Manager - Housing Loans

Position Overview

The role of Relationship Manager in Housing Loans involves end-to-end management of the sales cycle, including sourcing prospects through marketing initiatives, understanding client needs, advising them appropriately, and negotiating loan terms. The manager will facilitate timely loan disbursements while promoting various banking products.

Market expansion efforts focus on increasing penetration via bank branches, connector enrollment, customer referrals, and builder empanelment (APF). This position reports to the Cluster Manager of Housing Loans and supervises Housing Loan Officers.

Role Scope

The incumbent will handle a portfolio progressively sized around Rs. 5 Crores and manage costs related to recruiting Relationship Officers, operational conveyance and claims, as well as marketing materials. Responsibilities include managing a single product across operational branches and overseeing assets like marketing collateral and documentation.

Key Responsibilities

• Collaborate with bank branches and microbanking teams to boost footfall for housing loans.
• Establish distribution channels through connector enrollment and builder empanelment.
• Achieve targets related to file login, approvals, and loan disbursements.
• Ensure 65% of targets are from housing loans, 15% from fixed deposits, 15% from savings accounts, and 10% from standalone insurance products.
• Manage bounced cases to maintain a zero-default track record for sourced customers.
• Ensure first-time-right processing for all loan files.
• Address and resolve internal and external customer queries and grievances within specified turnaround times.
• Educate customers on all Ujjivan banking products and services to reduce attrition by tailoring solutions to individual needs.
• Maintain low turnaround times as per organizational standards.
• Ensure smooth file flow for loan logging and disbursement through the month.
• Document processes and prepare manuals to streamline operations.
• Participate in continuous professional development aiming for advancement to Cluster Manager roles.
• Complete goal setting and appraisal processes promptly.

Qualification and Experience

• Graduates with 1-2 years of experience in housing loans at Ujjivan, or postgraduates with 6-12 months in housing loans.
• Total 2 to 7 years’ experience in sales and documentation of loans, with at least 2 years specializing in housing loans, home loans, or loan against property within NBFCs, banks, or housing finance companies. Mixed sales and credit experience is acceptable but focus should be on sales.
• Relevant certifications are advantageous.

Skills and Competencies

• Team building and leadership skills to drive sales at cluster level.
• Marketing planning and execution abilities.
• Proficiency in English communication (reading, writing, speaking); knowledge of regional languages is preferred.
• Basic computer proficiency and experience handling MIS systems and lending software.
• Sound product knowledge and training aptitude.
• Customer relationship management and performance orientation.
• Willingness to travel and relocate as needed.

Interactions

• Internal coordination with product and marketing teams, regional operations, credit department, audit, vigilance, and FCU teams.
• External interfaces include area technical managers, legal vendors, marketing agencies, and counterparts at competing firms.

Additional Information

This is a full-time, branch-based role requiring strong ownership of housing loan business across a cluster. The role also emphasizes quality portfolio building without compromising quantity. Proper documentation practices, timely appraisal, and goal setting are integral to success.