Manager - Business Development

<p><b>JOB DESCRIPTION</b></p><p><b><br /></b></p><p><b>Role TitleManager/Sr Manager – MSME LAP Sourcing</b></p><p><b>Employee Interviewed</b></p><p><b>Reports ToMSME BD Head – LAP</b></p><p><b>Company DMI Finance</b></p><p><b>Function/ DepartmentConsumer MSME - BD</b></p><p><b><br /></b></p><p><b>1. JOB PURPOSE</b></p><p><b>(Summarize in one statement why the job exists; and how it contributes to the overall objective of the company)</b></p><p><b><br /></b></p><p><b>To drive the sourcing of MSME Loan Against Property (LAP) proposals by identifying, onboarding, and managing corporate channels / DSAs in Delhi/NCR. 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. </b></p><p><b><br /></b></p><p><b>3.PRINCIPAL ACCOUNTABILITIES</b></p><p><b>(Accountabilities associated with the job)</b></p><p><b><br /></b></p><p><b>1. Business Development & Sourcing</b></p><p><b>•Identify and onboard corporate and retail DSA channel partners to for MSME LAP sourcing.</b></p><p><b>•Strengthen existing DSA relationships to increase lead flow and disbursal volumes.</b></p><p><b>•Drive monthly & quarterly disbursal targets in alignment with the company’s growth objectives.</b></p><p><b>•Ensure a steady pipeline of quality LAP cases with competitive rates and structures.</b></p><p><b>2. Relationship & Stakeholder Management</b></p><p><b>•Develop long-term partnerships with key decision-makers in DSAs.</b></p><p><b>•Organize regular meetings, training and engagement programs, and incentive structures to maximize DSA performance.</b></p><p><b>•Act as the primary liaison between DSAs and internal teams (Credit, Operations, Legal and Technical).</b></p><p><b>3. Credit & Risk Coordination</b></p><p><b>•Ensure quality sourcing by filtering leads based on creditworthiness, loan eligibility, and compliance norms.</b></p><p><b>•Work closely with the Credit & Risk team to improve approval rates while maintaining portfolio quality.</b></p><p><b>•Assist DSAs in understanding and following company’s credit policies to reduce application rejections.</b></p><p><b>4. Market Intelligence & Competition Analysis</b></p><p><b>•Keep track of competitor LAP offerings, interest rates, and disbursement structures.</b></p><p><b>•Provide regular market feedback to the management team for refining product strategies.</b></p><p><b>•Identify new sourcing opportunities and explore untapped market segments.</b></p><p><b>5. Training & Product Awareness</b></p><p><b>•Conduct training sessions for DSAs to improve knowledge of LAP products, policies, and processes.</b></p><p><b>•Provide marketing support and sales tools to DSAs for better customer engagement.</b></p><p><b>•Ensure that DSAs are updated on any changes in loan policies, interest rates, and NBFC guidelines.</b></p><p><b><br /></b></p><p><b>4.MAJOR CHALLENGES</b></p><p><b>(Challenges faced on an on-going basis in carrying out the job)</b></p><p><b>Sourcing at target ROI of the product</b></p><p><b>Maintaining healthy pipeline of the leads from channel partners</b></p><p><b>Keeping 70% or more channel partner active every month</b></p><p><b><br /></b></p><p><b>5. DECISIONS</b></p><p><b>(Key decisions which the role needs to escalate to superior)</b></p><p><b>Decisions related to partner onboarding esp. commercial terms and risks</b></p><p><b><br /></b></p><p><b>6. DIMENSIONS</b></p><p><b>(Key numerical data which will reflect the scope and scale of activities concerning this job)</b></p><p><b><br /></b></p><p><b>Financial Dimensions (FY 26)</b></p><p><b>(These should be quantifiable numerical amounts)</b></p><p><b>Volume of __ INR in FY</b></p><p><b><br /></b></p><p><b>Other Dimensions (FY 26)</b></p><p><b>(Significant volume dimensions associated with the job)</b></p><p><b>Total Team Size: </b></p><p><b>Number of Direct Reports: - 1-2</b></p><p><b>Number of Outsourced employees: 1-2</b></p><p><b>< Other volume dimensions e.g. No. of plants overseen / No. of vendors managed / No. of clients etc. ></b></p><p><b><br /></b></p><p><b>7. SKILLS AND KNOWLEDGE</b></p><p><b>(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)</b></p><p><b><br /></b></p><p><b>Educational Qualifications</b></p><p><b>a)Qualifications</b></p><p><b>Postgraduate / MBA.</b></p><p><b>Graduate with relevant experience can also be considered.</b></p><p><b>b)Work Experience</b></p><p><b>3-8 years in LAP sourcing, preferably with an NBFC, bank, or fintech.</b></p><p><b>Strong understanding of LAP products, credit assessment, and compliance norms.</b></p><p><b>Pre-existing relationships with corporate and retail DSAs in Delhi/NCR.</b></p><p><b>Excellent negotiation, sales, and relationship management skills.</b></p><p><b>Ability to use CRM tools, DSA partner portals, and digital lending platforms.</b></p><p><b>Proven track record in meeting and exceeding LAP disbursal targets.</b></p><p><b> </b></p><p><b>Information Security expectation: (Please select one of them) User</b></p><p><b> User level / Supervisory level/ Managerial level/ Governance level</b></p><p><b><br /></b></p><p><b><br /></b></p><p><br /></p>