Manager (Direct Market Associate)

Role Summary

Drive and execute plans for improving market share, profitability & growth in DMA channel in the region by way of regular engagements with existing DMA’s and empanelment of new DMA’s as per the market potential. Ensure the demand, fulfillment and portfolio strategies are met in the region with primary focus of growth in affordable share in the region. Ensure high standards of legal, compliance, risk and regulatory requirements.

Role Expectations

Demand Generation

Generate demand through DMA Channel and multi-product sales methodology with an aim to be leader in affordable segment

• ImproveDMA channel businessthrough increase in market share of affordable mortgage and deeper geography penetrationacrossproducts i.e. LAP, Gold loan, Fixed deposits, Insurance, etc.
• Empanelment of new DMA’s who are aligned with our affordable products
• Creates and nurtures channel partners through executing apt strategies key to the region
• Works closely with marketing team for vicinity sourcing through ATL, BTL, digital channels and launch of innovative marketing activities for deeper penetration in markets
• Engages with credit team for creation of new policies or improvement of existing policies through market intelligence gathering from the market.
• Working with product team to understand the short term and long term alliance partnership requirements with the objective grow to business from DMAs
• Driving learning culture within the team by continuously training the sales and DMA teams on new and existing products

Fulfillment process

Fulfill the Customer and DMA needs with speed & agility

• Meetsthe customer and DMA needs with agility and speed by ensuring smooth process from onboarding to disbursement.
• Ensuring 100% DMA activation month on month.
• Ensures effective credit appraisal process keeping in mind the customer & organizational needs and identifying any probabilities of delinquencies
• Achievement of quarterly SPLB targets consistently for the branch/region assigned
• Ensureportfolio quality is maintained at a high standards and as per policy norms.
• Ensure legal and technical norms are met as per guidelines and are adhered to as per collateral policy of the region.
• Align DMAs and their teams through regular trainings to on our product and policy

Portfolio Management

Drive lend to collect through proactive and effective portfolio monitoring

• Maintenance of portfolio health by ensuring lend to collect culture is followed up to the last mile
• Ensure acquisition of desirable portfolio from NDMAs in line with our policies
• EnsuringNDMA partners are involved in collection of NPA and all other bucket cases.
• Strong focus on post onboarding services, customer retention and audit management
• Ensuresadherence to credit compliance and risk frameworks

Governance Measures

• On time activation of the DMA partners
• Ensure adequate engagements with theDMA partners for maximum effectiveness and efficiency
• Management of local notices within TAT
• Ensure minimum business of at least 1 crore for the branch through DMA channel

Key competencies

Technical competencies

• Understanding of mortgage related products and credit policies
• Thorough understanding of top DMA/DSA market and competitors in the region
• Has existing relationships with top DMAs in the region with focus in affordable segment
• Proven experience of designing strategy, business development and managing channel partners
• At least 2 years of experience in managing DMA/DSA channel
• Understanding of mortgage related products and credit policies
• Ability to lead DMAs, set direction and steer the local organization
• Regulatory, legal and compliance Knowledge relating to the mortgage industry

Behavioral competencies

• Ability to work in an agile environment and multi-product business setup
• Excellent relationship management, strong analytical and effective communication skills
• Planning, collaborative skills and solution oriented mindset with team player attitude
• Ability to articulate with confidence and precision