Business Head - B2B Segment - Home Loan

We are hiring for a business leader for a leading housing finance company.

A candidate from Top B School, with leadership exposure of 14 plus years in any industry in sales & relationship management is welcome.

Age should not exceed 46 years as on date.

Job Purpose:

Responsible for planning, leading and controlling the B2B business vertical; Deliver set financial and growth objectives for the business by deepening developer relationships, optimising connector business, maintaining strong portfolio and controller ship.

Roles & Responsibilities:

1. Business Planning and review:

- Prepare B2B business plan for delivery of finalized AOP in consultation with CEO, covering projections for the coming year, focus and execution strategy, e.g. building connector model, increasing team size, etc.

- Participate in business reviews with cross functional teams such as risk, underwriting, operations, finance and customer service;

- Prepare and provide justifications and response to all questions

- Regularly review business metrics and numbers (mini-month ends)

- Review financial performance parameters and PnL contributors, review line items and provide reasons for busting, if any to CEO and finance team

2. Business and Sales Execution & Review:

- Cascade the monthly AOP targets to own team and get buy in of the team on the defined business direction;

- Evaluate performance of sales teams from quarterly to monthly frequency based on the maturity of the sales individuals

- Review daily sales momentum, daily logins across markets and productivity at ASM/SM level; Provide direction to the team basis past trends, expected launches, future opportunities, etc.

- Participate in the mini-month ends and provide an update on the business and sales objectives for B2B

- Visit the various site locations/ counters/ branch locations to review the performance of own team and understand on ground challenge, monitor deviations from set targets and provide course correction inputs.

3. Connector Business Development:

- Deepen relationships with large open market channel partners/ connectors to optimize commitment of business volume, negotiate payout structures and reach targeted business volumes and growth; Drive team to expand the proportion of connector business to desired level

- Guide designing of most competitive and attractive payout schemes and structures to motivate and garner business from connectors

- Keep a view of the competitor payout rates and structures, committed business volumes and developer feedback to determine appropriate payout structure, slabs and rate for the connectors; Approve deviations to payouts.

4. Developer Business Development and relationship management:

- Visit / Engage with elite developers, develop / create new relationships with developers and project teams, deepen business and scout for further business opportunities; Seek opportunities to bring new relationships on board

- Scan for market intelligence, potential new launches and pre-launches in the market from developers (existing / new relationships)

- Direct team to design optimal schemes and offers for growth of business with developers

- Establish organisation's presence and influence developers with organisation value/ business proposition and differentiation from others in the market

5. Capability building, Portfolio management and Controllership:

- Engage with ross functional teams such as risk, credit, IT to align on risk and credit policies, and operational processes, onboarding of new relationships, reduction in TAT, etc. in line with overall business objectives

- Take steps to improve the service experience of the customer and speed of documentation, approval and disbursement, i.e. overall reduction in TAT

- Ensure a strong and high quality of portfolio to increase ROE and maintain low bouncing; Involve self on individual customer cases to check and review customer profile and case prior to disbursement

- Exert controllership on selling processes and LTV through review and monitor the balance between high and low LTV to achieve desired LTV levels and portfolio quality.

6. Team development:

- Take steps to retain and engage the team to motivate them, minimize the void at the counter and damage to developer relationship

- Participate in recruitment process to identify the right talent at senior positions within the team 3

- Cascade objectives, establish individual performance expectations and regularly review individual performance of the team

- Identify and create development opportunities, training, induction sessions, etc. for team members to enhance functional/ business knowledge.

Rikish Gandhi
Manager - Recruitment - BFSI
+91 09329149017 +91 07666568948