Relationship Manager - Affordable Housing Finance

Relationship Manager_Vishwas_0412_4673_1031381_HRR JD Relationship Manager - Affordable Housing Finance (Vishwas) Role Purpose The Relationship Manager - Affordable Housing Finance (Vishwas) is responsible for driving business growth through sourcing and acquisition of affordable housing finance customers across open market and cross-channel networks. The role focuses on expanding the distribution ecosystem through DSAs, branch partnerships, builder tie-ups, and direct sales teams while ensuring superior customer experience and portfolio quality. The incumbent will manage the end-to-end home loan process, build strong relationships with customers and channel partners, and achieve business targets through effective sales and cross-sell strategies. Key Responsibilities Drive Affordable Housing Finance business through open market sourcing and cross-channel partnerships. Acquire new customers for Home Loans and related mortgage products within the assigned geography. Expand the sourcing network by onboarding and managing DSAs, connectors, and branch channels. Lead and improve the productivity of the Direct Sales Team (DST) to achieve business objectives. Identify and penetrate potential catchment areas to generate quality business opportunities. Build and maintain relationships with affordable housing developers, builders, and local market influencers. Facilitate builder tie-ups and coordinate project approval processes to enhance sourcing channels. Meet prospective customers, understand their housing finance requirements, and provide suitable solutions. Ensure achievement of disbursement, login, and portfolio growth targets. Generate additional revenue through cross-selling of Insurance, CASA, Credit Cards, and other retail banking products. Conduct regular training and capability-building programs for DST members and channel partners. Coordinate closely with Credit, Legal, Technical, RCU, Operations, and Collections teams for smooth processing and disbursement. Monitor application pipelines and ensure timely status updates to customers and stakeholders. Maintain portfolio quality by adhering to credit and compliance guidelines. Deliver superior customer service and enhance customer satisfaction to achieve strong NPS scores. Desired Candidate Profile Graduate/Postgraduate with experience in Affordable Housing Finance, Housing Finance, LAP, Mortgage, or Retail Assets. Strong understanding of affordable housing markets, customer acquisition, and channel management. Proven experience in handling DSAs, builder relationships, and direct sales teams. Strong knowledge of mortgage products, underwriting processes, and regulatory compliance. Excellent communication, relationship management, and negotiation skills. Ability to deliver business targets while maintaining portfolio quality and customer satisfaction. Key Performance Indicators (KPIs) Home Loan sourcing and disbursement volume. New DSA/Channel Partner acquisition. Builder tie-ups and project approvals. DST productivity and team performance. Cross-sell revenue generation. Portfolio quality and delinquency levels. Customer satisfaction and NPS scores. Turnaround time (TAT) for login-to-disbursement process.