DMI Finance - Vice President - Cross Sell

Description:

Job Summary:

Building X Sell capabilities for the entire portfolio up to and including partner base X-sell and direct to customer X-sell . Optimize risk and approvals to achieve organizational business-objective.

Devise and drive different cross-sell programs leveraging the existing digital assets which helps in credit-healthy business growth.

X-sell of lending products acquired through payment subsidiary of DMI .

PRINCIPAL ACCOUNTABILITIES:

Accountability1 Segmentation:

- Perform Qualitative and Quantitative analysis to slice heterogeneous portfolio into homogeneous segments

- Determine Product-Market fitment for designing policy of X sell for Personal Loan, Consumption Loans and Business Loans.

Accountability2 - Base Identification:

- Help identify the right base from risk and conversion perspective.

- Work closely with Data Science team for implementing the X Sell model for PL, CL and Business Loan.

- Blend different source of intelligence and propose framework of differential strategies which includes determining right rate of interest, right offer, right product, right channel, right time, etc. to different segments.

- Work with Product and X Sell Consumer Insights team to drive the X Sell practice for the organization.

Accountability3 Experimentation:

- Conduct controlled experiments and A/B tests on Cross Sell program

- Fine-tune cross sell strategy to achieve pointed targets

- Study Consumer behaviour by performing Price elasticity and various sensitivity analysis.

Accountability4 Best Practices and Process:

- Set KPIs, introduce analytical framework and best cross-selling practices used in BFSI industry

Accountability5 Bucket Automation:

- Work closely with Product, technology and Data science teams

- Automate various algorithms and steps in the cross-sell journey to achieve desired scale and efficiency

Qualifications:

- Minimum Qualification required: Graduate in Engineering or Postgraduate in Finance/Statistics/Management/Quant subjects from A institutes

- Qualifications preferred: BTech with MBA

Work Experience:

- Minimum 12 years with 7 -8 years driving cross sell policies initiatives in lending organizations or credit cards.

- Should have a fair understanding of various cross-sell associated nuances and risk performance

- Should have a very good communication skill.

- Superior Stake holder management skills- Work closely and align with each of the internal functions which includes Business development, Credit and Policy, Data science, Legal, Technology, Operations, Collections, Customer Success team and external stakeholders.

- Hands-on experience to work on large structured and unstructured datasets using different data processing and statistical tools is must

Good communication skills, Data driven, Analytical approach, Team Player