National Sales Manager - LAP Prime

Objective

The National Sales Manager (NSM) – Prime LAP will be responsible for driving the overall business growth, profitability, portfolio quality, and market penetration of the Prime Loan Against Property business across India. The incumbent will lead sales strategy, channel expansion, team management, and stakeholder engagement to achieve business objectives while maintaining strong credit quality and customer experience.

Key Responsibilties

Business Growth & Revenue Management

• Develop and execute the national sales strategy for the Prime LAP business.
• Drive disbursement, revenue, market share, and profitability targets across regions.
• Create and implement growth plans for salaried, self-employed professional, and self-employed non-professional customer segments.
• Monitor business performance through defined KPIs and ensure achievement of monthly, quarterly, and annual targets.

Sales Leadership

• Build, mentor, and lead a high-performing sales organization across zones, regions, and branches.
• Drive productivity metrics including sourcing, login-to-sanction, sanction-to-disbursement conversion, and portfolio growth.
• Establish a strong performance management framework with regular reviews and coaching.

Channel Development

• Expand and strengthen sourcing channels including:
• DSA Network
• Direct Sales Teams
• Connectors and Referral Partners
• Chartered Accountants
• Builders and Property Consultants
• Wealth Managers and Business Affiliates
• Develop strategic partnerships to enhance sourcing efficiency and customer acquisition.

Portfolio & Credit Quality

• Work closely with Credit, Risk, Underwriting, and Operations teams to ensure healthy portfolio growth.
• Maintain high-quality sourcing standards and portfolio performance.
• Monitor delinquency, bounce rates, and early risk indicators.
• Ensure compliance with credit and underwriting policies.

Market Expansion

• Identify high-potential markets and formulate expansion strategies.
• Monitor competitor activities, market trends, and customer needs.
• Introduce innovative sourcing and customer acquisition initiatives.

Process & Operational Excellence

• Improve turnaround time (TAT) and customer experience across the lending lifecycle.
• Drive digital adoption and process automation initiatives.
• Ensure adherence to regulatory, audit, compliance, and operational guidelines.

Stakeholder Management

• Collaborate with Product, Credit, Risk, Operations, Legal, Marketing, and Collections teams.
• Present business updates and strategic recommendations to senior leadership.
• Build strong relationships with key channel partners and large clients.

Key Performance Indicators (KPIs)

• Prime LAP Disbursement Volume
• Revenue and Profitability
• Market Share Growth
• Sales Team Productivity
• Login-to-Disbursement Conversion
• Channel Productivity
• Cost of Acquisition
• Portfolio Quality (PAR, Delinquency, NPA)
• Customer Satisfaction & Turnaround Time
• New Market Expansion

Desired Candidate Profile

Qualification

• MBA / PGDM from a reputed institution preferred.
• Graduate in Commerce, Finance, Economics, Management, or related discipline.

Experience

• 12–18+ years of experience in Secured Lending, LAP, Mortgage, Housing Finance, or SME Lending.
• Minimum 5+ years of experience in a National/Regional Leadership role.
• Strong track record of managing large-scale LAP businesses with significant annual disbursements.
• Experience in managing multi-channel acquisition models across geographies.

Knowledge & Skills

• Deep understanding of Prime LAP products, mortgage lending, property markets, and secured lending practices.
• Strong understanding of credit underwriting and risk management principles.
• Excellent leadership and people management skills.
• Strong business acumen and strategic thinking capability.
• Data-driven decision-making and analytical skills.
• Exceptional stakeholder management and negotiation skills.
• Excellent communication and presentation ability.

Leadership Competencies

• Strategic Vision
• Business Ownership
• Execution Excellence
• Customer Centricity
• Team Building & Talent Development
• Collaboration & Influencing
• Results Orientation
• Integrity & Governance

Preferred Industry Background

• NBFCs, Housing Finance Companies (HFCs), Banks, Fintech Lending Platforms, and Mortgage-focused Financial Institutions managing Prime LAP portfolios.