Company Background:

A fast-growing NBFC, founded in 2013, with the vision of transforming affordable education in India. The company partners with affordable private schools by providing need-based, customized financing solutions that help improve infrastructure, strengthen teaching capabilities, and enable the adoption of modern learning practices.

Driven by a purpose to make quality education accessible to every child, they work closely with school leaders to support their growth and long-term sustainability. By empowering educators and institutions in underserved communities, the organization is playing a pivotal role in bridging the education gap and creating meaningful, scalable impact across the country.

Job Summary:

The NBFC has been a dominant player in the school financing space with ticket sizes ranging from 20 lakhs to 10 Crore. Over the past few years, the DSA channel has emerged as an important channel for business growth. With a large number of DSAs across the country and each DSA working with dozens of lenders, the space has become very competitive. That said, they are all set to dominate the school funding segment on the heels of the proposed merger that will significantly reduce the cost of funds. Additionally, the company is rolling out LAP products in the near future. The NSM will be responsible for building and leading a small and dedicated team spread across key locations and ensuring that monthly targets are met. The NSM will also work closely with internal teams to ensure business growth, process efficiency, and portfolio quality.

Key Role Deliverables:

1. Team Leadership & Talent Management:

- Build a high-performing team by recruiting the right talent, developing team capabilities, and driving performance accountability.

2. Business Performance:

- Drive disbursement targets and region-wise business performance, ensuring achievement of overall business objectives.

3. Sales Execution:

- Drive daily execution across the team, ensuring progress on DSA onboarding, DSA visits, file logins, documentation, and disbursements.

4. DSA Strategy and Selection:

- Develop and drive the right DSA strategy by identifying, selecting, and onboarding the most promising DSAs who can build a strong and sustainable business relationship with Varthana.

5. DSA Performance Management:

- Evaluate DSAs on quality and performance parameters and weed out non-performing or low-quality DSAs.

6. Compliance and Governance:

- Ensure adherence to outsourcing norms, data protection and privacy requirements, client protection guidelines, and other applicable compliance requirements.

7. Stakeholder Management and Portfolio Quality:

- Work closely with internal stakeholders to build a healthy and quality portfolio while ensuring accountability and commitment towards customers and channel partners.

Preferred Profile:

- Minimum 12 - 15 years of relevant experience in sales, business development, or channel/DSA management, Direct Sales Agency, Channel Sales, or Partner-led Sales

- Postgraduate degree in any discipline from a recognised institution.

- Good understanding of the unit economics of loans and the P&L of NBFCs

- Proven experience in leading and scaling DSA, Direct Sales Agency, Channel Sales, or Partner-led Sales across multiple geographies. School Funding experience preferred.

- Good understanding of secured loan processes, including security creation

- Strong track record of driving business growth and achieving large-scale sourcing and disbursement targets through channel partner networks.

- Good understanding of market dynamics, competitive landscape, and channel development strategies.

- Willingness to travel to visit clients and DSAs, more often in smaller towns and cities

- Ability to drive performance through structured business reviews, MIS, productivity monitoring, and performance governance

- Strong leadership, team development, communication, and decision-making skills.