Job Purpose:

The role is responsible for setting up, scaling, and leading the Loan Against Securities business nationally. The role will own the complete P&L, business growth, sales strategy, portfolio quality, channel expansion, product innovation, and strategic partnerships for the LAS business.

The incumbent will drive profitable growth through customer acquisition, superior portfolio management, operational excellence, and strong stakeholder collaboration while ensuring compliance with RBI regulations and industry best practices.

Key Responsibilities:

Business Strategy & New Vertical Setup:

- Develop and execute the overall business strategy for the Loan Against Securities aligned with organizational objectives.

- Build and implement the Annual Operating Plan (AOP) and long-term growth roadmap.

- Establish scalable business processes, operating models, and governance frameworks.

- Identify growth opportunities through market expansion, customer segmentation, and product innovation.

- Drive digitization and technology adoption to improve customer experience and operational efficiency.

- Build the LAS business as a sustainable and profitable national franchise.

P&L Ownership & Business Performance:

- Own and deliver Revenue, Profitability, AUM, Disbursement, Yield, and Cost targets.

- Drive sustainable growth while maintaining portfolio quality.

- Monitor key business KPIs and initiate corrective actions where required.

- Lead budgeting, forecasting, business reviews, and management reporting.

- Ensure optimal balance between business growth and risk management.

Sales Leadership & Revenue Growth:

- Conceptualize and launch competitive LAS products and customer propositions.

- Define pricing, eligibility norms, and product policies.

- Design and implement nationwide sales strategy for LAS products. Develop and expand multiple sourcing channels according the business growth.

- Build and manage a high-performing sales organization across regions and channels.

- Drive customer acquisition, portfolio expansion, and revenue generation.

- Monitor sales productivity and ensure achievement of business targets.

- Collaborate with marketing teams to drive customer awareness and lead generation.

- Enhance customer penetration through cross-sell and upsell opportunities.

Risk Management & Portfolio Quality:

- Ensure healthy portfolio quality through disciplined underwriting and portfolio monitoring.

- Track key risk indicators including Portfolio at Risk (PAR), Delinquency, Collection Efficiency, Mark-to-Market (MTM) Positions, and Margin Shortfalls.

- Drive timely corrective actions to minimize business risk.

- Work closely with Risk and Credit teams to strengthen portfolio performance.

- Ensure business growth remains within the approved risk appetite framework.

Compliance & Regulatory Management:

- Ensure adherence to RBI guidelines and all applicable regulatory requirements.

- Maintain compliance across sourcing, operations, collections, and portfolio management activities.

- Stay abreast of market developments, regulatory changes, and industry practices.

- Drive implementation of robust control and governance mechanisms.

Brand Building & Market Development:

- Enhance the organization's visibility and positioning in the LAS market in collaboration with Marketing team.

- Work closely with marketing teams on customer outreach initiatives.

- Develop strong market presence among HNIs, affluent customers, traders, professionals, and SME promoters.

- Establish the organization as a preferred LAS lender.

Job Requirements:

- Post Graduate / MBA with 15+ years of experience in Retail Assets / Secured Lending.

- Minimum 8 - 10 years of leadership experience in Loan Against Securities, Margin Funding, Wealth Lending, Capital Market Lending, or related businesses.

- Proven experience in setting up and scaling a new business vertical.

- Demonstrated success in managing national sales teams and P&L responsibility.

- Experience working with Banks, NBFCs, Wealth Management Firms, Brokers, and Fintech ecosystems.