Manager - Business Development - Wholesale Lending - BFSI

Position Title:

Regional Sales Manager - Buy-Side Institutional Coverage (NBFCs, PEs, AIFs) - Focus on Wholesale Lending

Experience: 8-12 Years

Location: Mumbai

About the Role:

We are actively seeking an experienced and highly skilled Sales Leader with deep domain expertise in Wholesale Lending to join our financial services vertical in a high-impact role. This position is specifically designed for professionals who have a proven track record in consultative sales and relationship management within the wholesale lending space, especially across buy-side institutions such as NBFCs, Alternative Investment Funds (AIFs), and Private Equity (PE) firms.

This role is uniquely structured to be equally focused on farming and new client acquisition, but the foundation lies in the candidates practical and strategic understanding of wholesale lending products such as MSME lending, Housing Finance, Commercial Vehicle Loans, and Microfinance. Your ability to engage with clients using this domain depth, understand their business models, and offer targeted consulting-led solutions will be critical to your success.

Candidates without strong and demonstrable experience in Wholesale Lending will not be a fit for this role.

Key Responsibilities:

Wholesale Lending-Focused Client Engagement:

- Build and manage strategic relationships with CXOs, business heads, treasury leaders, and credit/risk teams across NBFCs and institutional lenders, with a heavy emphasis on wholesale lending operations.

- Serve as a domain expert and trusted advisor to clients on matters related to their wholesale lending portfolios, risk modeling, sourcing strategies, and digital transformation initiatives.

- Leverage your knowledge of wholesale lending to tailor offerings that align with clients' business models and long-term credit strategies.

Account Farming & Expansion:

- Deepen penetration into existing accounts by expanding the range of consulting services delivered.

- Use a consultative approach to uncover new opportunities within current clients based on evolving needs in their lending books, origination channels, and regulatory obligations.

- Collaborate with internal consulting and delivery teams to ensure solutions are backed by tangible lending insights and market knowledge.

New Business Development:

- Identify and acquire new buy-side clients with wholesale lending portfoliosparticularly NBFCs and financial sponsors involved in structured lending, co-lending, and sector-specific debt instruments.

- Own the full sales cycle from prospecting to closing, focusing on clients where wholesale credit is a significant part of the balance sheet or investment thesis.

Sales Planning & Execution:

- Craft strategic sales plans at the account and segment level, centered around lending-driven business opportunities.

- Drive consistent pipeline growth and revenue through disciplined account development and market mapping.

- Maintain accurate forecasting and reporting through CRM tools, with clear attribution to lending-led wins.

Market Intelligence & Advisory:

- Stay abreast of trends and disruptions in the wholesale lending ecosystemincluding regulatory changes, asset quality trends, interest rate dynamics, and capital flows.

- Feed insights into product, marketing, and research teams to improve solution relevance and market positioning.

Required Skills & Qualifications:

Education:

- Bachelors degree in Finance, Business, Economics, or related field.

- MBA or equivalent post-graduate degree preferred, especially with a specialization in finance, banking, or strategy.

Experience & Domain Knowledge:

- 8-12 years of experience in institutional sales, business development, or client relationship management in financial services.

- Mandatory: Demonstrated experience in Wholesale Lending, with a thorough understanding of key asset classes such as:

- MSME Lending

- Home Finance (HF)

- Commercial Vehicle Finance (CV)

- Microfinance (MFi)

- Structured Lending or Credit Syndication

- Deep familiarity with how NBFCs and buy-side firms originate, manage, and grow their wholesale lending portfolios.

Sales Capability & Relationship Building:

- Proven success in both farming and hunting sales roles, particularly where the clients lending activity played a central role.

- Strong industry connects with NBFC decision-makers, fund managers at AIFs/PEs, and credit heads.

- Ability to lead executive conversations and position solutions aligned to lending business goals.

Communication & Analytical Thinking:

- Exceptional presentation and negotiation skills, with the ability to communicate lending-related insights clearly and credibly.

- High level of commercial acumen and structured thinking to assess client portfolios, market opportunities, and business risk.

What Were Looking For:

We are not just looking for a sales professional. We are looking for someone who speaks the language of wholesale credit, understands lending models inside out, and can create real business impact by applying this knowledge in strategic client conversations. If you have grown lending-focused accounts, influenced lending business units, or have structured and sold solutions around credit/lending needsthis role is for you.