Job Title: Team Lead – Home Loans

Location: Mumbai

Role Overview

The Team Lead – Home Loans will be responsible for driving home loan business growth in Mumbai by leading a team of Relationship Managers and Loan Executives. This role requires a strong blend of team leadership, sales execution, lender coordination, and process control. The incumbent will own the end-to-end loan lifecycle—from sourcing and logins to sanction and final disbursement—while ensuring a superior customer experience and strict adherence to compliance norms.

Key Responsibilities

1. Team Leadership & People Management

• Lead, mentor, and manage a team of Home Loan Relationship Managers / Loan Executives.
• Allocate targets and ensure optimal productivity across team members.
• Conduct daily sales huddles, weekly pipeline reviews, and monthly performance evaluations.
• Coach team members on sales pitching, eligibility assessment, documentation, and closure techniques.
• Identify training needs and support capability building within the team.

2. Business Development & Revenue Generation

• Drive home loan sourcing through:
  • Direct customer acquisition
  • DSAs and channel partners
  • Real estate brokers and developers
  • Internal referrals from sales teams
• Build and scale new sourcing channels to increase logins and disbursement volumes.
• Ensure consistent achievement of monthly login, sanction, and disbursement targets.
• Improve conversion ratios at every stage of the loan funnel.

3. Channel Partner & Developer Management

• Onboard, manage, and activate DSAs, brokers, and developers across Mumbai.
• Strengthen long-term relationships with key channel partners to ensure steady business flow.
• Monitor partner performance and ensure productivity benchmarks are met.
• Conduct regular partner meets and engagement activities to drive loyalty and volumes.

4. Bank & NBFC Coordination

• Maintain strong working relationships with banks, NBFCs, and housing finance companies.
• Stay updated on lender credit policies, ROI changes, schemes, and documentation norms.
• Coordinate for faster sanctions, disbursements, and resolution of escalated cases.
• Support team members in handling complex credit profiles and deviations.

5. Process Control, Compliance & Quality

• Ensure 100% adherence to internal processes, lender policies, and regulatory requirements.
• Maintain high documentation quality to avoid rejections, delays, or audit issues.
• Monitor turnaround times (TATs) for login, sanction, and disbursement.
• Act as the first escalation point for customer or lender-related concerns.

6. Stakeholder Management & Cross-Functional Coordination

• Work closely with internal Sales, CRM, Operations, and Credit teams.
• Ensure seamless coordination between sourcing teams and lenders for customer closures.
• Provide timely updates and MIS to management on business performance and pipeline health.

7. Reporting & MIS

• Prepare and maintain daily, weekly, and monthly MIS on:
  • Logins, sanctions, and disbursements
  • Team productivity
  • Channel partner performance
  • Forecasted closures
• Share insights and recommendations to improve business efficiency and revenue growth.

Key Performance Indicators (KPIs)

• Monthly disbursement value
• Login-to-sanction and sanction-to-disbursement conversion ratios
• Team target achievement and productivity
• Channel partner activation and performance
• TAT adherence and customer satisfaction

Candidate Profile

Experience

• 5–8 years of experience in Home Loans / Mortgage Sales.
• Minimum 2–3 years of experience in a Team Lead / Supervisory role.
• Strong exposure to Mumbai’s home loan and real estate ecosystem.

Skills & Competencies

• Strong team-handling and leadership capabilities.
• Deep understanding of home loan products, credit assessment, and documentation.
• Proven ability to drive high disbursement volumes.
• Excellent relationship management, negotiation, and problem-solving skills.
• Strong analytical skills with comfort in MIS and reporting.

Educational Qualifications

• Graduate in any discipline.
• MBA / PGDM in Finance or Marketing preferred.