Product Head - Cross Sell

Essential Qualifications:

Graduate. MBA preferred.

Essential Experience:

- 10+ years of relevant experience with Personal Loan and / or Cross Sell product.

- Relevant years of experience in product management & distribution channel management.

- Comfortable with working with large data sets and tech driven businesses.

Key Roles and Responsibilities:

Product Management:

- Develop and manage the product and proposition roadmap for cross-sell products across PL, UBL and other relevant products.

- Design new products, schemes, pricing, offers and customer propositions based on customer & business needs.

- Own the end-to-end product lifecycle from conceptualisation through approval, launch, monitoring and modification/discontinuation.

- Define product eligibility, customer segmentation, offer constructs and channel-specific propositions.

- Monitor product performance, unit economics, profitability and customer outcomes and drive corrective actions.

Customer & Data/Analytics Management:

- Develop customer segmentation and propensity-based targeting strategies to identify cross-sell opportunities.

- Work with Data/Analytics teams to develop customer propensity, lead prioritisation & next-best-offer framework.

- Analyse customer behaviour, response rates, conversion and drop-offs across the funnel.

- Develop dashboards and MIS to monitor cross-sell performance at customer/product/channel/campaign levels.

- Continuously optimise targeting, offers and customer journeys based on campaign and conversion analytics.

Process, Policy & Technology:

- Design and continuously streamline end-to-end cross-sell processes and customer journeys across physical and digital channels.

- Work with Credit, Policy, Risk, Operations and Compliance teams to define and optimise eligibility, underwriting and fulfilment processes.

- Identify process bottlenecks and drive automation and straight-through processing wherever feasible.

- Work closely with Technology/Product teams to build and enhance cross-sell journeys, lead management, offer management and campaign orchestration capabilities.

- Define product and business requirements for the cross-sell technology platform and prioritise the product roadmap.

Sales & Channel Development:

- Develop new business channels, including alternate, digital, partner and embedded channels.

- Define channel strategy, economics, propositions and operating models.

- Design and implement campaigns, sales programs and contests to drive acquisition and cross-sell.

- Partner with sales leadership to improve lead conversion, productivity and channel effectiveness.

- Develop relationships with Channel Partners, FinTechs, Online Aggregators and other ecosystem partners.

- Gather market and partner feedback and translate insights into product, process and proposition improvements.

Business & Performance Management:

- Own business targets, revenue, profitability, cost and P&L for the cross-sell portfolio.

- Set targets across products, customer segments & channels based on business budgets and market opportunity.

- Drive funnel-level performance management across lead generation, contactability, conversion & disbursal.

- Develop hiring strategy, organisation structure, role definitions and performance scorecards for internal team.

- Design incentive structures for different sales channels aligned to profitable growth and quality of business.

- Monitor productivity and drive continuous improvement across teams and channels.

- Ensure adherence to audit, compliance, risk and sales quality guidelines.