Job Purpose:
The purpose of this role is to manage all aspects of business development comprising acquisition of borrowers for MSME unsecured loans, partner/anchor relationship management and building the loan book and generating interest/fee income.
Onboarding and management of partners & alliances, defining product sales and programs, negotiating commercials, driving the integration process, increasing DMIs share of wallet, building strategies to create demand and conducting market mapping exercises.
Key Accountabilities:
1. Accountability: Business Development
- Deeply understand the MSME borrower segment and the partnership ecosystem and how at various stages of the partnership value can be unlocked
- Handle MSME unsecured loan product sales like business term loans, supply chain finance, etc.
- Understand digital loan journeys as well as the physical process of lead generation, assessment and disbursal
- Actively engage with existing and prospective partners and build the MSME unsecured loan book
- Actively source and manage the leads via digital embedded partnerships, direct sales agents as well as direct to consumer sourcing
- Drive value from distribution partnerships and alliances, corporates government bodies, trade associations, etc.
- Lead and deliver impactful presentations and show value for collaborative approach to partners and customers
- Drive end to end process documentation and compliances by partners and internal business development team including regulatory aspects
- Represent the organisation in external forums as an ambassador delivering accretive financial and brand value
- Own and deliver the MSME unsecured loan business metrics and the P&L
2. Accountability: Partner Onboarding and Management
- Identify, evaluate and close long-term partnership/alliance agreements and create win-win relationships
- Negotiate commercials to create long term profitability and risk protection for the organization.
- Review business performance, risks and operations of each partner on a regular basis
- Collaborate with internal teams such as product, credit, technology, legal to ensure a seamless partner and borrower experience
3. Accountability: Strategic Initiatives
- Drive the sales and distribution strategy to achieve revenue goals
- Develop and execute various strategic initiatives like opportunity sizing for existing and new products, cross sell, insurance and other third-party products/service to increase revenue
- Develop and implement acquisition strategies to create demand, such as opportunity
sizing, identification of lead generation sources, outbound and inbound campaign development, etc.
- Build the value proposition for partners and borrowers aligned to business roadmap
- Have a thorough understanding of the borrower/partner profile, identify the target segment, cost benefit analysis, and other metrics and support campaign development
- Track market and competition development including products, pricing, etc. and draw strategic/tactical insights for the management
- Own and implement the standard operating procedure manual as well as review/update the processes
4. Accountability: Team Management
- Interact with the executive management as well as leadership/teams across departments to facilitate the accomplishment of functional goals
- Fulfil the responsibility of building, guiding and motivating the team
- Set specific and objective goals for the team, review performances and provide continuous feedback
Ensure that tasks are carried out with a high degree of professionalism and as per organisational standards
a) Qualifications
§ Minimum Qualification required: MBA from a premier institute
§ Information Security expectation: (Please select one of them)
(User level / Supervisory level/ Managerial level/ Governance level) - User level
b) Work Experience and Soft Skills
- o 12-15 years of overall experience in the retail/MSME lending domain
o Minimum 5 years’ experience in a leadership role (regional/national) in building and managing partnerships/alliances in the MSME lending ecosystem
§ Superior first-principal thinking/analytical/problem solving skills and in building robust frameworks, excellent communication (verbal/written) and presentation skills
Experience in manage CXO level in managing CXO level internal and external stakeholders and having strong networking abilities and a strategic mindset
