Job Purpose:
To drive the sourcing of MSME business development comprising building partnerships with anchors/OEMs/suppliers/aggregators/etc. channels and acquisition of borrowers for equipment, plant and machinery loans including solar (EPM), managing the commercial arrangement and the monthly disbursal/revenue deliverables. It entails partner/anchor relationship management, sales planning and building the AUM as well as generating interest/fee income.
Handling sales alongwith initial period collections in the assigned geography/ies, gathering market intelligence/insights and building local MSME understanding will be the primary responsibilities.
Principal Accountabilities:
1. Business Development & Sourcing
- Handling EPM loan sales incl. anchor and sourcing partner relationships (industry associations, etc.) in the local market
- Understand digital/physical loan journeys as well as the physical process of lead generation, credit assessment, asset evaluation/management/disposal, disbursal and monitoring
- Identify, evaluate and close long-term sales agreements creating win-win commercial relationships with a long-term profitability opportunity at borrower and partner level
- Actively engage with the teams of existing and prospective partners to strengthen the local distribution
- 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 disbursal/revenue/income metrics for the assigned geography
2. Relationship & Stakeholder Management
- Develop long-term partner and borrower relationships
- Organize regular meetings, training and engagement programs to establish DMI as digital local lender
- Review business performance, risks and operations at each anchor/partner level with seniors
- Own and implement the standard operating procedure manual in your work activity
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.
- Handhold partners in understanding and following company’s credit policies to reduce application rejections.
4. Market Intelligence & Competition Analysis
- Keep track of competitor offerings, interest rates, and disbursement structures.
- Provide regular market feedback to seniors/management team.
- Identify new sourcing opportunities and explore untapped market segments.
5. Training & Product Awareness
- Be up-to-date on product/policy/process knowledge and keep the partner teams/markets updated on DMI’s product enhancements and policy changes
- Provide marketing support and sales tools for better customer engagement.
a) Qualifications
§ Postgraduate / MBA.
§ Graduate with relevant experience can also be considered.
b) Work Experience
§ Minimum 2 years in handling EPM loans
§ Strong understanding of EPM products, sales and credit assessment, and compliance norms.
§ Managing sales/branch network and anchor partnerships at local level
§ Excellent negotiation, sales, and relationship management skills.
§ Ability to use digital tools like CRM, etc.
Proven track record in meeting and exceeding sales targets.
Other soft skills/competencies>
Information Security and Data Privacy compliance orientation
