City Head - Business Loans

We are seeking an experienced and results-driven City Head to lead Business Loans Sales for a designated city. The role will be responsible for driving business growth, building and managing high-performing sales teams, expanding market presence, developing acquisition channels, and achieving revenue and disbursement targets.

The ideal candidate will have strong experience in Business Loans, SME/MSME lending, LAP, working capital, or other secured/unsecured lending products, with a proven track record of managing city-level sales operations. The candidate should possess strong market knowledge, team leadership capabilities, relationship management skills, and a deep understanding of the end-to-end lending lifecycle.

• Own and drive the overall Business Loans sales strategy and business performance for the assigned city.

• Develop and execute city-level plans to achieve monthly, quarterly, and annual sourcing and disbursement targets.

• Identify new business opportunities, customer segments, markets, and acquisition channels to drive growth.

• Build a strong sales pipeline and ensure consistent lead generation, conversion, and disbursement.

• Monitor market trends, competitor activity, customer needs, and pricing dynamics to identify growth opportunities.

• Drive expansion into new locations, markets, and customer segments within the city.

• Drive acquisition of new Business Loans customers through direct sales, channel partners, DSAs, connectors, referrals, and other relevant channels.

• Build and maintain strong relationships with business owners, SMEs, entrepreneurs, channel partners, and other key stakeholders.

• Ensure achievement of sourcing, login, approval, sanction, and disbursement targets.

• Improve lead-to-login, login-to-sanction, and sanction-to-disbursement conversion rates.

• Drive cross-sell and upsell opportunities across the existing customer base wherever applicable.

• Ensure effective follow-up and pipeline management by the sales team.

• Lead, manage, and mentor the city-level Business Loans sales team.

• Set clear targets, KPIs, productivity benchmarks, and performance expectations for the team.

• Monitor individual and team performance and take corrective actions where required.

• Build a high-performance sales culture focused on ownership, customer acquisition, quality, and business outcomes.

• Recruit, train, coach, and develop sales managers and sales executives.

• Conduct regular performance reviews, market visits, and sales reviews.

• Identify capability gaps and implement appropriate training and development initiatives.

• Develop and manage relationships with DSAs, connectors, channel partners, brokers, and other acquisition partners.

• Identify high-potential partners and build a scalable sourcing network.

• Drive partner productivity, activation, and retention.

• Monitor partner-level sourcing, conversion, quality, and disbursement performance.

• Ensure adherence to company policies and partner management guidelines.

• Develop strong relationships with existing and prospective business loan customers.

• Understand customer business models, financial requirements, and borrowing needs.

• Ensure a smooth customer journey from lead generation through application, approval, and disbursement.

• Address customer escalations and work with internal teams to resolve issues promptly.

• Develop strong knowledge of the local business ecosystem and identify high-potential customer clusters.

• Work closely with Credit, Operations, Risk, Product, Technology, and Collections teams to ensure smooth loan processing.

• Ensure sales teams submit complete and accurate customer documentation.

• Improve application quality and reduce avoidable rejections and processing delays.

• Track applications through the loan lifecycle and ensure timely resolution of bottlenecks.

• Maintain a strong balance between business growth, customer quality, and portfolio performance.

• Track and analyze city-level sales performance, including leads, login, approval, sanction, disbursement, conversion, productivity, and TAT.

• Prepare and review daily, weekly, and monthly sales MIS.

• Identify performance gaps and implement action plans to improve business outcomes.

• Use data and market insights to optimize sales productivity and resource allocation.

• Present city performance, business outlook, challenges, and action plans to senior leadership.

• Ensure all sales activities are conducted in accordance with company policies, credit guidelines, regulatory requirements, and ethical standards.

• Maintain high-quality sourcing and minimize fraud, misrepresentation, and policy deviations.

• Ensure appropriate customer verification and documentation standards are followed.

• Monitor portfolio quality indicators and work with Risk and Collections teams on emerging concerns.

• Ensure zero tolerance for unethical sales practices and mis-selling.

• Bachelor's degree in Business Administration, Finance, Commerce, Economics, Engineering, or a related field.

• MBA/PGDM in Sales, Marketing, Finance, or Business Management is preferred.

• 9+ years of relevant experience in Business Loans, SME/MSME lending, LAP, retail lending, banking, NBFC, fintech, or financial services.

• Proven experience in leading city-level or regional sales teams.

• Strong track record of achieving and exceeding sales and disbursement targets.

• Experience managing direct sales as well as channel/partner-led acquisition.

• Experience managing large sales teams and multiple layers of sales hierarchy.

• Strong understanding of the end-to-end lending and customer acquisition lifecycle.

• Strong knowledge of Business Loans/SME/MSME lending products and customer segments.

• Understanding of sourcing, lead generation, customer acquisition, credit evaluation, sanction, and disbursement processes.

• Strong local market knowledge and established business relationships within the assigned geography.

• Excellent sales planning, forecasting, pipeline management, and performance management skills.

• Strong commercial and business acumen.

• Excellent negotiation, relationship management, and communication skills.

• Experience working in digital lending, fintech, NBFC, or technology-enabled financial services.

• Exposure to digital lending platforms, LOS, LMS, CRM, and automated credit decisioning systems.

• Experience driving technology-led sales and customer acquisition initiatives.

• Strong network of DSAs, connectors, brokers, and other Business Loan acquisition channels.

• Experience launching and scaling new branches, markets, or city-level sales operations.

• Experience managing multiple acquisition channels simultaneously.

• Strong proficiency in Excel and familiarity with Power BI, Tableau, or similar reporting tools.

• Ability to use sales data and business analytics to improve productivity and conversion.

• Experience with sales dashboards, CRM systems, and pipeline management tools.

• CRM: Salesforce, Zoho, or similar CRM platforms

• Lending Platforms: LOS, LMS, Digital Lending Platforms

• Analytics: Microsoft Excel, Power BI, Tableau, SQL

• Productivity: Microsoft Office, Google Workspace

• Communication & Collaboration: Microsoft Teams, Slack, or similar tools

• Opportunity to lead and scale Business Loans sales in a fast-growing fintech organization.

• Exposure to digital lending and innovative financial products.

• Opportunity to build and manage high-performing sales teams.

• Significant ownership of city-level business growth and market expansion.

• Collaborative, performance-driven, and growth-focused culture.

• Continuous learning, leadership development, and career growth opportunities.

• Competitive compensation and benefits.

Position: City Head - Business Loans Sales

Employment Type: Full-Time

Experience Level: Senior-Level (9+ Years)

Location: Mumbai

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This job description is intended to outline the general nature and key responsibilities of the position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role. The responsibilities and qualifications described may be subject to change, and other duties may be assigned as needed. Employment is at-will, meaning the employee or the employer may terminate the employment relationship at any time, with or without cause, and with or without notice.

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