Position: Head Business & Distribution

Division: Business

Reporting to: Head Business & Collections

Team Size: 4000 (Direct & Indirect)

Location: Corporate Office, Chennai

Total Experience: 20 - 28 years

Job Description:

General Job Responsibility:

To lead and build the organization's national sales and distribution engine, delivering sustainable growth in housing finance while maintaining strong portfolio quality, customer experience, productivity, and regulatory discipline.

The incumbent will own the sales strategy, distribution expansion, channel productivity, business delivery, sales capability, and performance management across the country through 3 - 5 National Managers.

Principal Accountability:

Strategic:

Business & Growth Strategy:

- Develop the overall national sales and distribution strategy aligned with the organization's business plan.

- Translate organizational objectives into annual, quarterly and monthly business plans for the sales organization.

- Define growth priorities by Geography, Product, Customer segment, Distribution channel, Branch / location potential.

- Identify new markets, customer segments and distribution opportunities for sustainable business growth.

- Develop strategies to increase market penetration, customer acquisition and share of wallet.

- Balance growth objectives with portfolio quality, risk appetite and profitability.

Distribution Strategy:

- Define the optimum branch and distribution footprint across regions and markets.

- Evaluate opportunities for: New branches, Branch expansion, Hub-and-spoke models, Direct sales channels, DSA / channel partners, Digital acquisition, Builder / developer relationships, where applicable Establish clear distribution productivity benchmarks for branches and sales channels.

- Periodically review the productivity and viability of the distribution network.

Channel & Business Model Development:

- Build a multi-channel acquisition strategy covering direct and indirect channels.

- Develop scalable channel models with appropriate cost-to-income / acquisition-cost parameters.

- Create strategies for increasing sourcing through productive and compliant channel partners.

- Define channel segmentation, partner selection criteria, productivity expectations and governance mechanisms.

Revenue & Profitability:

- Drive business growth with focus on quality of revenue and sustainable profitability, rather than volume alone.

- Work with Credit, Risk, Operations and Finance to optimize: Product mix, Pricing, Customer acquisition cost, Conversion Ticket size, Productivity, Portfolio quality.

- Participate in annual business planning and budgeting.

- Market & Competitive Strategy: Monitor housing finance market trends, competitor movements, customer behaviour and distribution trends.

- Translate market intelligence into actionable sales and distribution strategies.

- Identify emerging opportunities and risks affecting the organization's growth plans.

Tactical:

Business Plan Execution:

- Cascade annual targets into regional, national-manager, branch and individual sales targets.

- Review monthly and quarterly performance against business plans.

- Develop corrective action plans for underperforming markets, branches or channels.

- Ensure achievement of agreed targets for: Sourcing, Sanctions, Disbursements, Customer acquisition, Productivity, Channel contribution, Portfolio quality.

Performance Management:

- Conduct structured performance reviews with the National Managers.

- Establish clear KPIs and KRAs for each National Manager.

- Drive performance through dashboards, MIS and business reviews.

- Identify gaps in productivity and initiate targeted interventions.

- Institutionalize monthly, quarterly and annual performance reviews.

Sales Productivity:

- Improve productivity at every level of the sales hierarchy.

- Monitor metrics such as: Leads generated, Leads converted, Login-to-sanction ratio, Sanction-to-disbursement ratio, Average ticket size, Sales FTE productivity, Branch productivity, Channel productivity, Turnaround time, Cost per acquisition.

- Drive standardization of high-performing sales practices across geographies.

Pipeline & Funnel Management:

- Ensure robust management of the sales funnel from lead generation to disbursement.

- Review pipeline ageing and conversion at regular intervals.

- Identify bottlenecks between Sales, Credit, Operations, Legal and Technical functions.

- Work cross-functionally to improve overall turnaround time and conversion.

Channel Partner Management:

- Develop and maintain strategic relationships with key channel partners.

- Establish partner performance and productivity metrics.

- Ensure appropriate partner governance, compliance and business quality.

- Rationalize low-productivity channels and scale high-performing channels.

Cross-Functional Coordination:

- Work closely with: Credit & Risk, Operations, Collections, Finance, Product, Technology, Legal, Compliance, HR to ensure smooth execution of business plans.

Supervisory:

Leadership:

The incumbent will directly manage 3 - 5 National Managers, who may each own a geography, channel, product or business segment.

Key responsibilities include:

- Set clear objectives and targets for each National Manager.

- Review performance through structured weekly/monthly/quarterly reviews.

- Coach National Managers on business strategy, people management and execution.

- Develop leadership capability within the sales organization.

- Ensure accountability for business performance and portfolio quality.

- Identify high-potential talent and create succession plans.

Sales Organization Structure:

- Establish appropriate spans of control and hierarchy across: National Managers, Geo Heads, Regional / Zonal Managers, Area Managers, Cluster Managers, Sales Managers / Officers.

- Ensure clarity of roles, responsibilities and decision rights.

- Build an organization capable of scaling with business growth.

People & Capability Development:

- Define sales competency requirements for different levels.

- Partner with HR to build: Hiring plans, Sales induction, Product training, Sales capability programs, Leadership development, Career progression.

- Develop a strong performance-oriented culture with high accountability.

Sales Governance:

- Establish a disciplined sales governance framework.

- Ensure adherence to company policies, regulatory requirements and approved sales practices.

- Monitor sales quality and prevent misselling, policy deviations and inappropriate sourcing practices.

- Ensure that growth is achieved within the organization's risk and compliance framework.

Person Profile:

Experience:

- 15 - 20 years of relevant experience in housing finance, retail lending, banking, NBFC or secured lending.

- Significant experience in national / multi-region sales leadership.

- Proven experience managing large distributed sales organizations.

- Experience managing multiple senior leaders / National or Regional Managers.

- Strong understanding of housing finance sales, distribution and secured retail lending.

Specific Skills:

- Strategic thinking

- Business acumen

- Strong execution orientation

- Data-driven decision making

- Channel management

- People leadership

- Stakeholder management

- Customer orientation

- Risk awareness

- Change management

- Coaching and leadership development