Business Head - Cross Sell & Alternate Channels - Bank

The Business Head - Cross Sell & Alternate Channels will own two integrated charters: first, building and scaling India's most powerful connector-led distribution engine - DSAs, jewelers, local intermediaries, and digital referral networks - to drive customer acquisition across Gold Loan, MSME, LAP, and Housing; and second, converting Company's growing customer franchise into a meaningful, scalable, high-margin cross-sell and fee income stream, spanning insurance distribution, portfolio mining, and retention.

The role requires close, continuous collaboration with the CXOs/Business Heads of each lending vertical to embed both connector-led sourcing and cross-sell as core, integrated parts of the customer lifecycle - from acquisition through to retention - rather than as standalone, bolt-on initiatives.

Channel Strategy, Build-Out & Expansion

- Define and own the national strategy for connector-led sourcing - building and scaling DSAs, local intermediaries, jewelers, and digital referral networks - alongside the end-to-end cross-sell strategy for Company's existing customer base.

- Build the combined Cross Sell & Alternate Channels function ground-up - organisation design, partner ecosystem, processes, systems, and governance - inheriting and scaling Company's existing connector relationships into a next-generation ecosystem.

Connector & Partner Ecosystem

- Build and sustain a national partner ecosystem of DSAs, jewelers, local intermediaries, influencers, and referral networks, with structured onboarding, activation, productivity management, and retention frameworks for partners.

- Drive gold loan sourcing through connectors, and build targeted MSME and LAP programs with compelling, well-structured partner incentives.

Cross-Sell, Retention & Portfolio Mining

- Drive cross-sell of complementary products (insurance, MSME, LAP, and other relevant offerings) into Company's existing customer base across Gold Loan, Housing, and MSME books.

- Build pre-approved offer, renewal, and balance-transfer programs, leveraging the connector network and Company's branch footprint for reactivation, retention, and loyalty.