State Head, Institutional Partnerships

Loan2grow is hiring four State Heads, one each for Uttar Pradesh, Rajasthan, Delhi NCR and Punjab. Each State Head will build, manage and grow partnerships with colleges and schools in their assigned state for Loan2grow’s education fee financing product.

Role Title: State Head – Institutional Partnerships
Number of Openings: 4 (one per state)
Locations: Uttar Pradesh, Rajasthan, Delhi NCR and Punjab
Reporting To: Head – Sales & Partnerships
Employment Type: Full-time, field-based role
Travel Requirement: 50–60% travel within the assigned state
Experience: 2–4 years in B2B or institutional sales, preferably in education or financial services

1. About Loan2grow and the Product

Loan2grow finances school and college fees for students and parents through an education fee financing product designed to make education more affordable.

Under the model, the educational institution bears a subvention, which is deducted from the fee before the remaining amount is paid to the institution. Parents pay the financed fee in monthly instalments without interest.

- Colleges: Semester and annual fee financing, with a focus on Tier 1, Tier 2 and Tier 3 cities.
- Schools: Annual fee financing, with a state-by-state rollout.
- Customer Journey: Parents can apply digitally on their own or receive assistance on campus during admissions. A central team manages underwriting, onboarding and repayments.

2. Purpose of the Role

The State Head will be Loan2grow’s primary representative in the assigned state. The role involves acquiring schools and colleges as partners, ensuring that partnerships translate into actual loan disbursements during admission seasons, and developing the local team and processes required to support customer onboarding.

The State Head will own the state's institutional partnership pipeline, loan disbursement performance and the quality of partner relationships.

3. Key ResponsibilitiesA. Partner Acquisition

- Map colleges and schools across the state based on city tier, fee levels, student strength and institutional potential.
- Develop and maintain a target list of prospective institutional partners.
- Build relationships with owners, trustees, principals, directors, finance heads and other institutional decision-makers.
- Conduct product presentations, negotiate commercial terms and close partnership agreements.
- Negotiate subvention terms within the pricing and commercial parameters approved by the central team.
- Convert leads generated through B2B digital campaigns, webinars, LinkedIn, education events and other channels into signed institutional partnerships.

B. Partner Activation and Growth

- Lead the launch of current institutional partnerships, including orientation sessions for admissions and fee administration teams.
- Coordinate the distribution of campus collateral and conduct parent awareness sessions.
- Develop admission-season plans jointly with partner institutions.
- Plan around key admission periods: schools typically have peak admissions from March to June and around October; colleges typically have peak admissions from June to August and December to January. Actual timelines may vary by institution.
- Monitor loan applications and disbursements by partner and identify opportunities to increase penetration.
- Drive partner renewals and expand relationships to additional courses, branches, schools and institutions within the same education group.

C. On-Ground Onboarding During Admission Seasons

- Set up and manage help desks at partner campuses during admission periods.
- Hire, train and supervise temporary field staff as required.
- Develop incentive-based arrangements for institution staff who support parents through the application process, subject to company policy.
- Promote the digital self-application journey to increase adoption and reduce dependence on assisted applications.
- Ensure parents receive accurate information about eligibility,



financing terms, instalments and the application process.

D. Team Management and Coordination

- Build and lead the state's institutional partnership team as business volumes grow.
- Set clear targets and monitor the performance of partnership managers and field staff.
- Coordinate with central credit, onboarding and collections teams to ensure application quality, timely disbursement and effective resolution of repayment issues.
- Support collections-related coordination where institutional relationships can help resolve overdue accounts, while following company policies and applicable regulations.

E. Market Intelligence and Reporting

- Maintain an updated CRM covering the sales pipeline, institutional contacts, partnership status and admission-season plans.
- Submit weekly reports on prospective partners, agreements signed, active institutions, loan applications, disbursement volumes and operational issues.
- Track competing fee-financing products, bank offerings and institutional instalment plans.
- Identify opportunities to improve product positioning, pricing, partner engagement and customer acquisition.
- Share market insights and feedback with the central team to inform business strategy and product improvements.

F. Compliance and Customer Conduct

- Represent Loan2grow and its financing product accurately to institutions, students and parents.
- Ensure that no misleading claims are made regarding interest, fees, subvention, eligibility or repayment obligations.
- Follow company policies relating to customer onboarding, KYC, data privacy, information security and fair practices.
- Ensure that field teams and institutional partners follow approved customer communication and application processes.

4. Targets and Key Performance Indicators (KPIs)

The State Head will be evaluated on institutional acquisition, partner activation, loan disbursements, portfolio quality and partner retention. Annual targets will be established for each state based on the approved business plan.

Institutional Acquisition

- Number of partnership agreements executed, with schools and colleges tracked separately.
- Number of institutions activated and generating at least one loan during the relevant admission season.
- Conversion rate from prospective institutions to signed partnerships.

Loan Disbursement and Business Growth

- Total number of loans disbursed in the state.
- Total value of loans disbursed in the state.
- Average number of loans generated per active institutional partner annually.
- Growth in disbursements across admission seasons.

Digital Adoption

- Percentage of loan applications completed independently by parents through the digital application journey.
- Reduction in dependence on on-ground application assistance.

Portfolio Quality

- Percentage of the state's loan portfolio overdue by 30 days or more.
- Percentage of the state's loan portfolio overdue by 90 days or more.
- Coordination and resolution of partner-related operational issues affecting repayment performance.

Partner Retention

- Percentage of institutional partners renewing for the next admission season.
- Growth in business generated by existing partners through additional courses, branches and institutions.

5. Candidate ProfileMust-Have Qualifications and Experience

- 2–4 years of experience in B2B sales, institutional sales or partnership development, preferably with schools, colleges or education groups.
- An established network of decision-makers at educational institutions in the assigned state.
- A demonstrated track record of closing agreements,



achieving sales targets and developing client relationships.
- Ability to explain financial products clearly, including subvention, monthly instalments and electronic repayment mandates such as e-NACH.
- Fluency in Hindi and English.
- Willingness to travel 50–60% of the time within the assigned state, with increased travel during admission seasons.
- Graduate degree in any discipline. An MBA is desirable but not mandatory.

Good-to-Have Qualifications

- Experience in education loans, fee financing, NBFCs, fintech partnerships or institutional sales for ed-tech companies.
- Experience hiring, training and managing small field teams or seasonal staff.
- Familiarity with CRM platforms, Excel, Google Sheets and WhatsApp-based business communication.
- Experience working in a startup or growth-stage organisation, with the ability to build a market from the ground up and operate with limited supervision.

6. State-Specific Deployment

The core responsibilities and performance expectations will be consistent across all four states. The primary differences will be the location base, institutional landscape, cities covered and local language requirements.

A. Delhi NCR

- Proposed Base: Gurugram
- Suggested Focus Cities: Delhi, Gurugram, Faridabad, Noida, Greater Noida, Ghaziabad, Meerut and Panipat.
- Languages: Hindi and English.

B. Uttar Pradesh

- Proposed Base: Lucknow
- Suggested Focus Cities: Lucknow, Kanpur, Varanasi, Prayagraj, Agra, Gorakhpur, Bareilly, Moradabad and other priority education hubs.
- Languages: Hindi and English.

C. Rajasthan

- Proposed Base: Jaipur
- Suggested Focus Cities: Jaipur, Kota, Jodhpur, Udaipur, Ajmer and Bikaner.
- Languages: Hindi and English.

D. Punjab

- Proposed Base: Chandigarh or Ludhiana
- Suggested Focus Cities: Chandigarh, Mohali, Ludhiana, Jalandhar, Amritsar, Patiala and Bathinda.
- Languages: Punjabi, Hindi and English.

The proposed bases and focus cities are indicative and may be finalised in line with the company's institutional partnership strategy and business priorities.

7. Compensation and Benefits

- Compensation: Competitive fixed salary plus performance-linked variable pay based on institutional partnerships acquired and loan disbursements achieved in the assigned state.
- Travel Reimbursement: Official travel expenses will be reimbursed in accordance with company policy.
- Growth Opportunity: Chance to build and lead a state-level business function within a growing education financing and fintech business.

8. How to Apply

Interested candidates should email their CV along with a brief note describing their institutional network, relevant sales experience and knowledge of the assigned state.

Email: [email protected]

Subject Line: Application – State Head, Institutional Partnerships – [Preferred State]

Candidates should specify their preferred state in the subject line and highlight their experience in acquiring institutional partners and delivering measurable business results.

Application Question(s):

- 1. How many years of experience do you have in B2B sales, institutional sales or partnership development?
- 2. Do you have an existing network of decision-makers at schools, colleges or educational institutions in your preferred state?
- 3. How many schools or colleges have you personally onboarded as business partners in your previous roles?
- 4. What was your most recent annual sales or business development target, and what percentage did you achieve?
- 5. Which of the following best describes your experience in institutional sales?

Directly sold to school/college owners, trustees or management

Managed partnerships with education groups

Sold financial products to institutions

Primarily worked in retail or individual customer sales

No relevant sales experience

- 6. Are you willing to travel 50–60% of the time within your assigned state, including during peak admission seasons?

Work Location: In person

📌 State Head, Institutional Partnerships (Gurugram)
🏢 Loan2grow Fincap
📍 Gurugram