Chief Cross-Sell Strategist

19 hours ago


Delhi, Delhi, India DMI Finance Private Limited Full time
Job Title: Chief Cross-Sell Strategist

About the Role:
DML Finance Private Limited is seeking a highly skilled and experienced Chief Cross-Sell Strategist to join our team. As a key member of our organization, you will be responsible for driving cross-sell initiatives across our entire portfolio, including partner-based and direct-to-customer sales. Your primary goal will be to optimize risk and approvals to achieve business objectives.

Key Responsibilities:
1. Develop and drive cross-sell programs leveraging existing digital assets to promote credit-healthy business growth.
2. Optimize lending products acquired through payment subsidiaries of DMI Finance Private Limited.

Accountability Areas:
1. **Segmentation:**
  a. Perform qualitative and quantitative analysis to segment heterogeneous portfolios into homogeneous segments.
  b. Determine product-market fitment for designing policies of cross-selling for Personal Loans, Consumption Loans, and Business Loans.
2. **Base Identification:**
  a. Identify the right base from risk and conversion perspectives.
  b. Collaborate with Data Science teams to implement cross-sell models for PL, CL, and Business Loans.
  c. Propose frameworks for differential strategies, including determining interest rates, offers, products, channels, and timing for various segments.
  d. Work with Product and Cross-Sell Consumer Insights teams to drive the cross-sell practice within the organization.
3. **Experimentation:**
  a. Conduct controlled experiments and A/B tests on cross-sell programs.
  b. Fine-tune cross-sell strategies to achieve specific targets.
  c. Analyze consumer behavior through price elasticity and sensitivity analyses.
4. **Best Practices and Process:**
  a. Establish KPIs, introduce analytical frameworks, and implement best practices in cross-selling within the BFSI industry.
5. **Automation:**
  a. Collaborate with Product, Technology, and Data Science teams to automate algorithms and steps in the cross-sell journey, ensuring desired scale and efficiency.

Qualifications and Skills:
- Minimum 12 years of experience, with 7-8 years driving cross-sell policies in lending organizations or credit cards.
- Strong understanding of cross-sell nuances and risk performance.
- Excellent communication and stakeholder management skills.
- Proficiency in working with large structured and unstructured datasets using data processing and statistical tools.

Benefits and Others:
- Competitive salary: ₹25,00,000 - ₹35,00,000 per annum, based on experience and qualifications.

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