Role:

We have a requirement with one of the leading Housing Finance Companies for a National Sales Manager - Co-Lending & Partnerships.

General Responsibility:

The incumbent will be responsible for building, scaling and managing the company's co-lending and strategic partnership business with Banks, NBFCs, FinTechs, Housing Finance Companies and other eligible financial institutions. The role will own the end-to-end co-lending strategy, partner acquisition, commercial structuring, product development, portfolio growth, profitability, governance and partner relationship management, while ensuring adherence to applicable regulatory and internal risk frameworks.

Principal Accountabilities:

- Develop the company's overall Co-Lending and Strategic Partnership strategy in line with business and funding objectives.

- Build relationships with senior leadership of Banks, NBFCs, FinTechs and other financial institutions.

- Own the strategic direction for AUM, disbursement, revenue, yield, spread and profitability.

- Establish appropriate partner selection and risk frameworks in conjunction with Credit/Risk.

- Drive the strategic roadmap for LOS/LMS/API and system integration with partners.

- Define the organizational structure and capability requirements for the Co-Lending function.

- Identify potential partners and develop a qualified partnership pipeline.

- Lead commercial negotiations with partners and coordinate with Credit, Risk, Legal, Compliance, Finance and Technology teams.

- Convert partnership concepts into operational products and customer journeys.

- Review partner-wise portfolio performance, including sourcing, sanctions, disbursements, AUM, yield, collections and delinquency.

- Ensure adherence to applicable RBI guidelines and internal policies.

- Supervise Partnership Managers/Relationship Managers and support teams.

Specific Skills:

- Co-Lending & Partnership Business

- Institutional relationship management

- Bank/NBFC/FinTech ecosystem knowledge

- Deal structuring and commercial negotiation

- Financial and business-model analysis

- Lending product knowledge

- Credit and risk understanding

- Portfolio management

- P&L and profitability management

- Regulatory and governance understanding

- Technology/API/LOS-LMS integration understanding

- Strategic business development

- Senior stakeholder management

- Team leadership

Experience:

- 15 - 20+ years of experience in Banking, NBFC, Housing Finance, FinTech or Financial Services.

- Significant experience in Co-Lending, Partnership Banking, Institutional Business, Digital Lending, Business Alliances or Strategic Partnerships.

- Experience in building and managing partnerships with Banks/NBFCs/FinTechs is essential.

- Proven experience in managing large business volumes and institutional relationships.

- Experience managing a national/multi-location team preferred.