Role: Head - Channel Process, Payouts & Distribution

Function: Retail Asset & MSME Lending

Role Objective:

Own and govern channel processes, payout and incentive frameworks, sales contests, and third-party insurance distribution for Retail Asset & MSME lending, ensuring regulatory compliance, operational efficiency, and sustainable business growth.

Key Responsibilities:

Channel Process Ownership:

1. Design, implement, and review channel policies for Retail Asset & MSME lending.

2. Ensure adherence to RBI regulations, internal credit, operations, and audit requirements.

3. Own end-to-end channel onboarding (DSAs, connectors, partners), including due diligence and approvals.

4. Drive process simplification to improve TAT, partner experience, and productivity.

5. Collaborate with Risk, Credit, Ops, Legal, and Compliance teams for seamless execution.

Payout & Incentive Management:

1. Design and manage payout structures for on-roll sales teams and off-roll/DSA channels.

2. Ensure payout accuracy, transparency, timeliness, and compliance.

3. Monitor payout effectiveness against cost, productivity, and portfolio quality.

4. Periodically recalibrate incentives to align with growth and risk objectives.

Sales Contests & Business Push Programs:

1. Conceptualize and execute sales contests and short-term business schemes.

2. Define objectives, eligibility, rewards, and governance mechanisms.

3. Track performance, publish leaderboards, and ensure fair execution.

4. Measure ROI and impact on disbursements and sourcing quality.

Third-Party Distribution - Insurance:

1. Manage insurance distribution (life, general, health) linked to lending products.

2. Ensure compliance with IRDAI, RBI, and internal guidelines.

3. Coordinate with insurers for product onboarding, pricing, training, and MIS.

4. Oversee partner certification, documentation, and compliance.

5. Drive cross-sell revenue with strong customer suitability and disclosure standards.

Team Leadership & Governance:

1. Lead and develop a team of ~5 channel/process managers.

2. Set KRAs, track performance, and ensure execution discipline.

3. Strengthen governance through MIS, dashboards, audits, and reviews.

4. Act as the single point of accountability for channel effectiveness and compliance.

Key Stakeholders: Sales & Business Heads | Credit, Risk & Compliance | Operations & Finance | Legal & Audit | Insurance Partners & DSAs

Desired Candidate Profile:

Education: MBA / PGDM (Finance, Marketing, Operations preferred)

Experience:

1. 15+ years in NBFC / Banking / Financial Services

2. Strong exposure to Retail Asset & MSME lending, channel management, incentive frameworks, regulatory compliance, and insurance distribution (preferred)

Key Competencies:

1. Strong understanding of RBI & IRDAI regulations

2. High process rigor with commercial acumen

3. Ability to balance growth, cost, and compliance

4. Data-driven approach to incentives and productivity

5. Strong stakeholder and people leadership

6. High ownership and execution focus

Success Metrics:

1. Channel productivity and disbursement growth

2. Cost-to-acquisition and payout efficiency

3. Compliance audit outcomes (zero major observations)

4. TAT improvement and partner satisfaction

5. Insurance cross-sell contribution