Sales Manager

JOB DESCRIPTION

Role TitleManagerSr Manager MSME LAP SourcingEmployee Interviewed Reports ToMSME BD Head LAPCompany DMI FinanceFunction DepartmentConsumer MSME - BDDate (written on)24-Jun-25

1. JOB PURPOSE

(Summarize in one statement why the job exists; and how it contributes to the overall objective of the company)

To drive the sourcing of MSME Loan Against Property (LAP) proposals by identifying, onboarding, and managing corporate channels DSAs in DelhiNCR. The role is responsible for achieving disbursement targets, ensuring portfolio quality, and maintaining strong relationships with partners and customers to support business growth in the MSME LAP segment.

1. ORGANISATIONAL CHART

(First level reporting chart for the job)

Comments:

• Numerical figure represents the total number of incumbents in the role

• PRINCIPAL ACCOUNTABILITIES

(Accountabilities associated with the job)

1. Business Development & Sourcing

• Identify and onboard corporate and retail DSA channel partners to for MSME LAP sourcing.
• Strengthen existing DSA relationships to increase lead flow and disbursal volumes.
• Drive monthly & quarterly disbursal targets in alignment with the companys growth objectives.

• Ensure a steady pipeline of quality LAP cases with competitive rates and structures.

• Relationship & Stakeholder Management

• Develop long-term partnerships with key decision-makers in DSAs.

• Organize regular meetings, training and engagement programs, and incentive structures to maximize DSA performance.

• Act as the primary liaison between DSAs and internal teams (Credit, Operations, Legal and Technical).

• Credit & Risk Coordination

• Ensure quality sourcing by filtering leads based on creditworthiness, loan eligibility, and compliance norms.

• Work closely with the Credit & Risk team to improve approval rates while maintaining portfolio quality.

• Assist DSAs in understanding and following companys credit policies to reduce application rejections.

• Market Intelligence & Competition Analysis

• Keep track of competitor LAP offerings, interest rates, and disbursement structures.

• Provide regular market feedback to the management team for refining product strategies.

• Identify new sourcing opportunities and explore untapped market segments.

• Training & Product Awareness

• Conduct training sessions for DSAs to improve knowledge of LAP products, policies, and processes.

• Provide marketing support and sales tools to DSAs for better customer engagement.

• Ensure that DSAs are updated on any changes in loan policies, interest rates, and NBFC guidelines.

• MAJOR CHALLENGES

(Challenges faced on an on-going basis in carrying out the job)

• Sourcing at target ROI of the product
• Maintaining healthy pipeline of the leads from channel partners

• Keeping 70% or more channel partner active every month

• DECISIONS

(Key decisions which the role needs to escalate to superior)

• Decisions related to partner onboarding esp. commercial terms and risks

• DIMENSIONS

(Key numerical data which will reflect the scope and scale of activities concerning this job)

Financial Dimensions (FY 26)

(These should be quantifiable numerical amounts)

• Volume of __ INR in FY

Other Dimensions (FY 26)

(Significant volume dimensions associated with the job)

• Total Team Size:
• Number of Direct Reports: - 1-2
• Number of Outsourced employees: 1-2

• Other volume dimensions e.g. No. of plants overseen No. of vendors managed No. of clients etc.

• SKILLS AND KNOWLEDGE

(Minimum acceptable proficiency for this job which best indicates the education andor experience requirements of this job and not the incumbent)

Educational Qualifications

a) Qualifications

• Postgraduate MBA.
• Graduate with relevant experience can also be considered.

b) Work Experience

• 3-8 years in LAP sourcing, preferably with an NBFC, bank, or fintech.
• Strong understanding of LAP products, credit assessment, and compliance norms.
• Pre-existing relationships with corporate and retail DSAs in DelhiNCR.
• Excellent negotiation, sales, and relationship management skills.
• Ability to use CRM tools, DSA partner portals, and digital lending platforms.
• Proven track record in meeting and exceeding LAP disbursal targets.

Other soft skillscompetencies

• Information Security expectation: (Please select one of them) User

User level Supervisory leve Managerial level Governance level