Director - Strategy - BFSI

Role Overview:

Own the strategic agenda for accelerating the growth of the organization, with a sharp focus on market-share expansion, customer acquisition, branch productivity, repeat usage, geography, digital journeys and sustainable unit economics.

Key Responsibility Areas:

- Market Share and Growth Strategy: Develop the multi-year loan growth agenda by analysing market structure, competitor positioning, customer segments, geographies and distribution economics; translate the opportunity into AUM, customer and market-share targets.

- Branch Productivity and Expansion: Identify the drivers of branch productivity and design initiatives across sourcing, staffing, local activation, catchment penetration, branch expansion and portfolio mix to improve AUM per branch and returns on incremental distribution.

- Customer Acquisition and Repeat: Build strategies to increase new-to-company customers, repeat borrowing, customer lifetime value and referral-led acquisition; use customer segmentation and propensity analytics to improve campaign and channel effectiveness.

- Pricing, Yield and Unit Economics: Work with business, risk and finance teams on pricing, LTV, ticket size, tenure and product or offer architecture while balancing growth, yield, credit outcomes and customer experience.

- Digital and Alternate Channels: Expand digital sourcing, assisted digital journeys, partnerships and alternate acquisition channels to complement the branch network and reduce friction in acquisition, top-up and repeat journeys.

- Performance Management and Execution: Create a rigorous growth cockpit covering AUM, tonnage, customers, repeat rate, TAT, productivity, yield, credit cost and profitability; identify underperformance and drive corrective actions with the business.

What we are looking for:

- 12 - 14 years of experience, including 5+ years in top-tier strategy consulting or equivalent strategy or business transformation experience in BFSI, NBFC, fintech or a scaled consumer business.

- MBA from a top-tier Indian or global institution (ISB, IIMs, or equivalent).

- Strong understanding of retail lending growth levers, branch-led distribution, customer acquisition, pricing and unit economics.

- Ability to translate market and customer data into practical growth interventions and work closely with business leaders to drive execution.

- Strong analytical and executive communication skills; comfortable influencing senior stakeholders and presenting performance, investment and growth choices to the MD or CXOs.

- Key attributes: commercial orientation, data-led problem solving, high ownership, speed of execution and an obsession with scalable growth and productivity.