Job Purpose:

The purpose of this role is to manage all aspects of 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. In addition, the incumbent will be expected to manage partners & alliances, define product sales and programs, negotiate commercials, drive the integration process, in turn increasing DMIs share of wallet for each program, build strategies to understand borrower profiles and gather market insights for EPM loans.

Principal Accountabilities:

(a) Business Development

- Deeply understand the EPM manufacturer-supplier, buyer/user and the sales channel ecosystem across the types of EPMs incl. solar plants.

- 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.

(b) Sales Set-up

- 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.

(c) Strategic Initiatives

- Drive the sales and distribution strategy in line with evolving market trends to achieve revenue goals.

- Develop and execute various strategic initiatives like opportunity sizing for existing and new products, outbound and inbound campaign development, insurance and other third-party products/service sales.

- Build a deep understanding of the borrower/partner profile and identify the target segment for sales.

- Track market and competition development including products, pricing, etc. and draw strategic/tactical insights for the management.

(d) Team Management

- Engage 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.

Qualifications, Skills and Work Experience

(a) Qualification : MBA, from a reputable institue.

(b) Work Experience & Skills :

- 15 years or more of overall experience in the sales and distribution of MSME/Commercial/Retail lending with at least 10 years handling secured loans and minimum 5 years handling EPM loans.

- Minimum 5 years of experience in building and 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.

- Superior first-principal thinking/analytical/problem solving skills and in building robust frameworks, excellent communication (verbal/written) and presentation skills

- Experience in managing CXO level internal and external stakeholders and having strong networking abilities and a strategic mindset.