1. PRINCIPAL ACCOUNTABILITIES
2. 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.

1. 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).

1. 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 company's credit policies to reduce application rejections.

1. 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 current sourcing opportunities and explore untapped market segments.

1. 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.

1. 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

5 DECISIONS

Decisions related to partner onboarding esp. commercial terms and risks

1. SKILLS AND KNOWLEDGE

(Minimum acceptable proficiency for this job which best indicates the education and/or 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

12-15 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 Delhi/NCR.

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.

&lOther; soft skills/competencies

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

User level / Supervisory level/ Managerial level/ Governance level

📌 Regional Head Sales (Mumbai)
🏢 DMI Finance
📍 Mumbai