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National Head DSA Channel

3 weeks ago

Thrissur, Kerala, India Manappuram Finance (MAFIL) Full time

Job Title: National Head

Department: MSME

Location: Valapad

CTC: According to the Market experience

Education Qualification: UG/PG

Position Overview

The National Head MSME & Allied Business (DSA Channel) will be responsible for leading and scaling the company's MSME lending business through the DSA (Direct Selling Agent) ecosystem. This role will drive national-level growth, strengthen credit quality, build high-performing distribution networks, and ensure compliance with regulatory and risk frameworks. The incumbent will oversee business acquisition, portfolio management, policy governance, and team leadership across regions.

Key Responsibilities

  1. Business Strategy & Growth (DSA Channel)

  2. Develop and execute national-level business strategies for MSME, LAP, and Affordable Housing segments.

  3. Expand and manage the DSA network across key markets to drive quality sourcing.
  4. Optimize acquisition funnels, productivity, and partner performance.

  5. Achieve monthly, quarterly, and annual business targets while maintaining portfolio hygiene.

  6. Credit & Risk Oversight

  7. Ensure strong credit underwriting standards and adherence to risk appetite.

  8. Guide regional teams on credit decisioning, security structuring, and policy interpretation.
  9. Monitor portfolio health, PAR/GNPA levels, and early warning indicators.

  10. Collaborate with credit, risk, and technical/legal teams to ensure process discipline.

  11. Distribution & Partner Management

  12. Identify, onboard, and groom high-potential DSAs and channel partners.

  13. Establish performance metrics, payout structures, and incentive programs for partners.
  14. Conduct periodic partner audits to ensure compliance, documentation quality, and operational controls.

  15. Drive training programs for DSAs and their teams on product, policies, and compliance norms.

  16. Operational Excellence & Process Control

  17. Strengthen process controls to mitigate fraud and field-level risks.

  18. Ensure strict adherence to operational SOPs, documentation standards, and turnaround timelines.

  19. Work closely with Operations, Credit, and Collections to streamline workflows and prevent leakages.

  20. Regulatory & Compliance Management

  21. Ensure full compliance with RBI guidelines, KYC norms, property valuation standards, and internal audit recommendations.

  22. Support audit teams during internal/RBI audits and ensure timely closure of observations.

  23. Maintain governance through accurate reporting to senior leadership, RMCB, and the Board.

  24. Portfolio Monitoring & Analytics

  25. Analyse portfolio trends, identify risk pockets, and monitor business quality across regions.

  26. Conduct deep dives on slippages, behaviour trends, and geography/product vulnerabilities.

  27. Provide actionable insights and risk-mitigation recommendations to leadership.

  28. Policy Development & Governance

  29. Contribute to drafting/updating credit policies, product frameworks, and risk-management SOPs.

  30. Ensure consistent policy implementation across all regions and channels.

  31. Strengthen credit governance through periodic reviews and audits.

  32. Cross-Functional Collaboration

  33. Act as the primary link between Business, Credit, Operations, Collections, Legal, Technical, and Technology teams.

  34. Drive alignment between sourcing strategies and risk/capacity frameworks.

  35. Work with Technology teams to enhance digital sourcing, partner onboarding, and portfolio dashboards.

  36. Leadership & Team Management

  37. Lead regional business teams and DSA channel managers across the country.

  38. Mentor and develop high-performing teams with strong ownership of quality and productivity.
  39. Foster a culture of compliance, performance, and customer-centricity.

Skills & Qualifications

  • Experience: 10–15 years in MSME lending with exposure to LAP, Affordable Housing, and SME-secured/unsecured products.
  • Proven expertise in DSA-driven sourcing models and large-scale distribution management.
  • Strong credit knowledge, operational risk understanding, and regulatory compliance awareness.
  • Excellent analytical, leadership, and stakeholder management skills.
  • Ability to manage diverse teams across geographies and drive national projects.
  • Strong communication and decision-making abilities with a strategic mindset.