Nido Home Finance - Chief Manager/Assistant Vice President - Sales Strategy - Affordable Housing Finance Business

Company Name- Nido Home Finance Ltd.

Location - Mumbai.

Reporting to - Business Head

Role Objective: To drive sustainable business growth in the Affordable Housing Finance business by designing and implementing sales strategies, expansion frameworks, productivity benchmarks, incentive structures and competitive positioning to improve disbursements, market share and profitability.

Functional Responsibilities

Sales Growth & Business Strategy

- Design annual & quarterly sales strategy aligned with AOP targets.

- Drive portfolio growth across geographies (Tier 2/3/4 markets focus).

- Define product mix strategy (HL/LAP as per market viability).

- Track productivity per branch / FOS / DST / connector.

- Identify high-potential micro-markets for deep penetration.

- Align sales push with risk appetite and credit filters.

Market Expansion & Branch Rollout

Develop branch expansion blueprint based on:

- Catchment income profile

- Property ticket size

- Competitive density

- Delinquency trends

- Conduct competitor mapping (pricing, LTV, income norms, TAT).

- Define new state / cluster entry strategy.

- Support channel expansion - DST, connectors, builders, affordable developers.

Sales Incentive & Productivity Management

- Design & review monthly/quarterly incentive structures.

- Ensure incentives are:

- Target-driven

- Margin aligned

- Collection-sensitive

- Quality-linked (PAR control)

- Benchmark payout structures with industry players.

- Monitor ROI on incentive spends.

- Identify underperforming clusters and suggest corrective action.

Competitive Intelligence & Pricing Strategy

- Track the below parameters:

- Interest rates

- Processing fees

- Income programs

- Campaign offers

- TAT benchmarks

- Recommend pricing revisions & scheme launches.

Performance Analytics & Governance

- Build dashboards for the below parameters :

- Disbursement vs Sanction conversion

- Login to sanction ratios

- Branch-level IRR

- Cost per disbursement

- PAR trend vs sourcing channel

- Drive corrective action with Sales, Credit & Collections.

- Align business growth with credit cost objectives.

Cross Functional Alignment

- Work closely with:

- Credit for policy flexibility

- Risk for portfolio monitoring

- HR for manpower productivity norms

- Operations for TAT improvement

- Working with Business Legal on portfolios challenges faced by business

- Ensure communication between HO & field is structured.