Sales Head – MSME Lending

Job Title: Sales Head – Loan Distribution (Retail & MSME Lending)
Location: Gurugram (with travel as required)
Experience: 8–10 Years
Industry: Retail Loans, Subprime Mortgage, Unsecured Lending, Supply Chain Finance
Education: MBA preferred (Exceptional experience can override)

Role Overview: The Sales Head will lead and scale the loan distribution business across Home Loans, Loan Against Property (Subprime), Personal Loans, Unsecured Business Loans, and Supply Chain Financing. The role requires complete ownership of revenue, team expansion, partner activation, and market growth.

Key Responsibilities

1. Strategy & Growth Leadership

• Develop and execute a unified sales strategy across regions and product portfolios.

• Manage business planning including targets, budgets, hiring, and expansion.

• Identify new opportunities through strong market intelligence.

• Build and scale partnerships with financial institutions.

2. Revenue & Pipeline Ownership

• Consistently achieve monthly, quarterly, and annual sales targets.

• Maintain a predictable pipeline with accurate revenue forecasting.

• Drive cross-sell and up-sell for higher customer lifetime value.

• Strengthen lender partnerships to ensure steady business flow.

3. Sales Team Build-Out & Performance

• Hire, train, and lead regional, cluster, and field sales teams.

• Build a multi-tiered structure (Zonal/Regional/Cluster/Branch).

• Set aggressive KPIs and build a high-performance, accountability-driven culture.

• Develop future leaders and retain high-performing talent.

4. Operational Discipline

• Ensure compliance with NBFC and RBI norms across all sales processes.

• Collaborate with Credit & Risk teams to protect margins and portfolio quality.

• Work with Collections to minimize NPAs and delinquencies.

• Use data and MIS for decision-making and continuous improvement.

5. Stakeholder & Market Influence

• Manage CXO-level relationships with partners and internal teams.

• Represent the organization at industry events, partner meetings, and business forums.

  Performance Metrics (KPIs)

• Sales target achievements across products and geographies

• Market share growth in key segments

• Portfolio health: low NPAs and strong repayment trends

• Revenue through activated lender partnerships

• Speed and quality of hiring, team ramp-up, and retention

• Timely execution of market expansion initiatives and product launches

  Requirements

• Proven success in loan distribution (subprime mortgage, unsecured lending, or supply chain finance is mandatory).

• Ability to scale business and teams from the ground up.

• Strong execution-focused mindset with a “no-excuses” approach.

• High resilience and hands-on leadership capability.

• Strong industry relationships and excellent negotiation skills.