JOB DESCRIPTION
Role TitleManager– MSME Equipment, Plant and Machinery (EPM) Loans
Reports ToMSME BD Head – EPM
Company DMI Finance
Function/ DepartmentConsumer MSME - BD
1. JOB PURPOSE
To drive the sourcing of MSME business development comprising onboarding of partners/anchors/OEMs and acquisition of borrowers for equipment, plant and machinery loans including solar (EPM), managing the commercial arrangement and the revenue deliverables. It entails partner/anchor relationship management, sales planning and building the AUM as well as generating interest/fee income.
Management of partners & alliances, defining product sales and programs, negotiating commercials, driving the integration process, increasing DMIs share of wallet for each program, building strategies to understand borrower profiles and gathering market insights for EPM loans in Delhi NCR.
3.PRINCIPAL ACCOUNTABILITIES
(Accountabilities associated with the job)
1. Business Development & Sourcing
- Identify and onboard corporate and retail DSA channel partners to for understand the EPM manufacturer-supplier, buyer/user and the sales channel ecosystem across the types of EPMs incl. solar plants targeted
- Handling EPM loan product sales strategy and anchor relationships
- Understand digital loan journeys as well as the physical process of lead generation, credit assessment, asset evaluation/management/disposal
- Build systems to source and manage leads via digital embedded partnerships as well as alternate journeys
- Identify, evaluate and close long-term sales agreements creating win-win commercial relationships with a long-term profitability opportunity
- Actively engage with the senior management of existing and prospective partners and build the distribution for EPM loans
- Drive value by building distribution partnerships and alliances with corporates government bodies, trade associations, etc.
- Drive and track standard operating procedure documentation and compliances related to the business development function (both externally by partner and internally)
- Own and deliver the EPM revenue/income metrics
- Represent the organisation in external forums as an ambassador
2. Relationship & Stakeholder Management
- Develop long-term partnerships with key decision-makers in DSAs.
- Organize regular meetings, training and engagement programs, and incentive structures to maximize DSA performance.
- Act as the primary liaison between DSAs and internal teams (Credit, Operations, Legal and Technical).
- Setup the sales channel (digital, physical and assisted) for lead generation and market coverage including partner/anchor management
- Review business performance, risks and operations of each partner/sales team setup basis defined goals/OKRs and productivity/profitability metrics
- Collaborate with internal teams such as product, credit, technology, compliance, legal, etc. to ensure a seamlessly working sales set-up and leverage organisation’s existing systems
- Own and implement the standard operating procedure manual as well as review/update the processes
3. Credit & Risk Coordination
- Ensure quality sourcing by filtering leads based on creditworthiness, loan eligibility, and compliance norms.
- Work closely with the Credit & Risk team to improve approval rates while maintaining portfolio quality.
- Assist DSAs in understanding and following company’s credit policies to reduce application rejections.
4. Market Intelligence & Competition Analysis
- Keep track of competitor LAP offerings, interest rates, and disbursement structures.
- Provide regular market feedback to the management team for refining product strategies.
- Identify new sourcing opportunities and explore untapped market segments.
5. Training & Product Awareness
- Conduct training sessions for DSAs to improve knowledge of LAP products, policies, and processes.
- Provide marketing support and sales tools to DSAs for better customer engagement.
- Ensure that DSAs are updated on any changes in loan policies, interest rates, and NBFC guidelines.
5. DECISIONS
(Key decisions which the role needs to escalate to superior)
Decisions related to partner onboarding esp. commercial terms and risks
Total Team Size:
Number of Direct Reports: - 1-2
Number of Outsourced employees: 1-2
< Other volume dimensions e.g. No. of plants overseen / No. of vendors managed / No. of clients etc. >
7. SKILLS AND KNOWLEDGE
Educational Qualifications
a)Qualifications
Postgraduate / MBA.
Graduate with relevant experience can also be considered.
b)Work Experience
3-8 years in handling EPM loans, preferably with an NBFC, bank, or fintech.
Strong understanding of EPM products, credit assessment, and compliance norms.
Managing sales/branch network and anchor partnerships at regional or national level for EPM loans in the ticket size of Rs. 10-50 L
Experience in handling more than one type of EPM
Excellent negotiation, sales, and relationship management skills.
Ability to use CRM tools, DSA partner portals, and digital lending platforms.
Proven track record in meeting and exceeding EPM disbursal targets.
Information Security expectation: (Please select one of them) User
User level / Supervisory level/ Managerial level/ Governance level
