Vertical Head – BC Lending & Portfolio Management

1. Position Details

Designation: Vertical Head – BC Lending & Portfolio Management

Department: Business / BC Operations

Location: Karnataka / Maharashtra / Goa

Reports to: CEO / Managing Director / Chief Business Officer

Team: Regional/State Heads, Area Managers, Branch Managers, Credit & Collection Teams and other BC Operations staff

2. Role Purpose The Vertical Head will be responsible for the overall management, growth, profitability, quality and operational control of the Company's Business Correspondent (BC) lending portfolio across Karnataka, Maharashtra and Goa.

The portfolio currently covers Microfinance, Agriculture and MSME lending, undertaken in partnership with Small Finance Banks and a Private Sector Bank.

The incumbent will act as the principal business and operational leader for the BC vertical and will be responsible for achieving business targets while maintaining high standards of portfolio quality, collections, regulatory compliance, and customer service and partner-bank requirements.

The role requires strong experience in lending operations, particularly in microfinance and/or financial inclusion, along with an understanding of bank/NBFC BC arrangements.

3. Key Responsibilities

A. Business Growth & Strategy

- Develop and implement the overall business strategy for the BC vertical.
- Prepare annual and quarterly business plans covering sourcing, disbursement, portfolio growth, collections and profitability.
- Drive sustainable growth across Microfinance, Agriculture and MSME loan segments.
- Identify new geographies, customer segments and business opportunities.
- Develop strategies for increasing productivity and improving branch-level economics.
- Ensure that business growth is aligned with the risk appetite and policies of the partner banks and the Company.
- Monitor achievement of business targets at State, Region, Area and Branch levels.

B. Partner Bank / BC Relationship Management

- Act as the senior point of contact for the partner banks in relation to BC operations.
- Maintain strong relationships with senior officials of partner banks.
- Understand and ensure compliance with the respective bank's BC policies, SOPs, credit guidelines and operating requirements.
- Coordinate with partner banks on business plans, product changes, operational issues, audits, inspections and portfolio quality.
- Participate in periodic business reviews with partner banks.
- Resolve escalated operational and portfolio issues within agreed timelines.
- Ensure that the Company's service levels meet or exceed the expectations of partner banks.

C. Loan Sourcing & Business Development

- Oversee sourcing of Microfinance, Agri and MSME loan applications.
- Ensure adherence to sourcing, customer onboarding, KYC and documentation requirements.
- Improve lead generation, conversion and disbursement productivity.
- Monitor branch and employee productivity.
- Ensure that sourcing is based on responsible lending principles and approved customer eligibility criteria.
- Work closely with Credit and Operations teams to improve turnaround time.

D. Portfolio Quality & Credit Management

- Take overall responsibility for portfolio quality across the BC business.
- Closely monitor PAR, overdue, delinquency, NPA and collection efficiency.
- Identify early warning signals and initiate corrective action.
- Review portfolio performance by product, geography, branch, officer and partner bank.
- Work with Credit and Operations teams to strengthen underwriting and customer selection.
- Ensure adherence to partner-bank credit policies and applicable regulatory requirements.
- Develop strategies for controlling credit losses and improving portfolio quality.

E. Collections & Recovery

- Drive collection efficiency and ensure achievement of agreed collection targets.




- Monitor overdue and delinquent portfolios on a daily/weekly/monthly basis.
- Establish effective collection strategies for different stages of delinquency.
- Ensure appropriate allocation of collection resources.
- Review branch-wise and employee-wise collection performance.
- Develop focused recovery plans for high-risk branches and geographies.
- Ensure that recovery practices are ethical, customer-sensitive and compliant with applicable regulations.
- Monitor the effectiveness of collection agencies, where applicable.

F. Operational Management

- Ensure efficient end-to-end BC operations from sourcing to disbursement, servicing and recovery.
- Standardise operating processes across States and branches wherever appropriate.
- Monitor branch productivity, manpower utilisation and operating costs.
- Ensure timely resolution of operational exceptions.
- Work with technology teams to improve digital sourcing, collections, reporting and MIS.
- Ensure effective coordination between Business, Credit, Operations, Collections, Finance, Compliance and IT.

G. MIS, Analytics & Performance Management

- Establish a robust MIS and performance-monitoring framework for the BC vertical.
- Review key performance indicators on a daily, weekly and monthly basis.
- Monitor:
- Loan sourcing
- Sanctions
- Disbursements
- Portfolio outstanding
- PAR
- Overdues
- NPA
- Collection efficiency
- Branch productivity
- Employee productivity
- Operating cost
- Revenue and profitability
- Customer acquisition and retention
- Present periodic performance reports to the Management and Board/appropriate management committees.
- Use data analytics to identify business opportunities and portfolio risks.

H. Compliance, Audit & Risk

- Ensure strict adherence to applicable RBI regulations and other statutory requirements relevant to the BC business.
- Ensure compliance with partner-bank policies and contractual obligations.
- Coordinate with Compliance, Internal Audit and Risk functions.
- Ensure timely closure of audit observations.
- Maintain appropriate records and documentation.
- Ensure adherence to KYC/AML, customer protection, fair practices and responsible lending requirements.
- Ensure that employees and field personnel follow approved policies and operating procedures.

I. People Leadership

- Lead and develop the BC business leadership team.
- Set clear targets and KPIs for State, Regional and Area teams.
- Build a performance-oriented culture.
- Identify manpower requirements and support recruitment of key personnel.
- Develop training and capability-building programmes.
- Coach senior managers and identify future leaders.
- Ensure appropriate succession planning for critical positions.
- Take corrective action in cases of persistent underperformance.

J. Customer Experience & Responsible Lending

- Ensure that customer service standards are maintained across the BC network.
- Promote responsible lending and customer-centric practices.
- Ensure transparency regarding loan terms, interest, charges, repayment schedules and other customer obligations.
- Ensure proper handling and escalation of customer grievances.
- Ensure compliance with applicable customer protection and fair-practice requirements.

4. Key Performance Indicators (KPIs)

The incumbent will be evaluated on a balanced set of growth, quality, profitability and compliance parameters, including:

- Business sourcing and disbursement growth
- Portfolio outstanding growth
- Collection efficiency




- PAR and delinquency levels
- NPA / credit loss
- Branch and employee productivity
- Revenue and profitability of the BC vertical
- Cost-to-income / operating efficiency
- Customer acquisition and retention
- Partner-bank satisfaction
- Audit and compliance performance
- Timely resolution of operational issues
- Employee retention and productivity
- Implementation of strategic initiatives

5. Candidate Profile

Educational Qualification

- Graduate/Postgraduate in any discipline.
- MBA/PGDM in Finance, Marketing, Rural Management or related discipline will be preferred.

Experience

- Ideally 12–18 years of relevant experience in microfinance, NBFC, banking, BC operations, financial inclusion or retail lending.
- Candidates with significant experience in managing multi-state lending operations will be preferred.
- Experience in managing relationships with Banks/SFBs under BC arrangements will be a strong advantage.
- Experience across Microfinance, Agri and MSME lending will be preferred.

Essential Experience The candidate should have demonstrated experience in:

- Managing a sizeable lending portfolio.
- Leading geographically distributed field operations.
- Managing sourcing and collections.
- Portfolio quality and delinquency management.
- Working with Banks/NBFCs/SFBs.
- Managing large teams.
- Business planning and target achievement.
- MIS and performance analytics.

6. Competencies The successful candidate should demonstrate:

- Solid business leadership
- Excellent understanding of lending operations
- Strong portfolio-risk orientation
- Excellent collection and recovery skills
- Relationship-management capability
- Analytical and data-driven decision making
- Strong understanding of field operations
- Negotiation and influencing skills
- Strong communication skills
- Ability to work with senior bank officials
- People leadership and team-building capability
- High level of integrity and professional discipline
- Ability to manage multiple priorities across three States

7. Preferred Candidate Characteristics The ideal candidate will be a hands-on business leader who combines commercial orientation with strong portfolio discipline.

Preference may be given to candidates who have:

- Managed a multi-State microfinance/retail lending operation.
- Worked as a BC/Corporate BC or managed bank-partnered lending operations.
- Managed both sourcing and collections.
- Worked with Small Finance Banks or Private Sector Banks.
- Managed portfolios across multiple products.
- Experience in building and scaling branches and field teams.
- Strong understanding of Karnataka, Maharashtra and/or Goa markets.

8. Authority & Decision-Making The Vertical Head will have appropriate authority, within the Company's approved policies and delegated powers, to:

- Recommend business plans and budgets.
- Allocate business and collection targets.
- Recommend manpower deployment.
- Recommend opening/closure/restructuring of operational units.
- Escalate credit and portfolio risks.
- Recommend corrective action for underperforming units.
- Coordinate with partner banks on operational matters.
- Recommend process improvements and technology interventions.

9. Key Internal Interfaces The incumbent will work closely with:

- CEO / Managing Director
- Business and Operations
- Credit
- Collections
- Risk
- Compliance
- Internal Audit
- Finance
- HR
- IT / Digital
- Legal

10. Key External Interfaces

- Senior officials of partner banks
- Small Finance Banks
- Private Sector Bank
- Regulators and auditors, as applicable
- Technology/service providers
- Collection/service partners
- Other strategic stakeholders

Pay: ₹120,000.00 - ₹160,000.00 per month

Benefits

- Cell phone reimbursement
- Health insurance
- Internet reimbursement
- Provident Fund

Work Location: In person

📌 Vertical Head- Business Correspondent (Dharwad)
🏢 IDF FINANCIAL SERVICES
📍 Dharwad