Senior Vice President - Sales - Personal Loans

Position Summary:

The Business Head - Personal Loans will be responsible for establishing, scaling, and managing the Personal Loan business as a strategic growth vertical for the organization. The incumbent will own the complete business P&L and drive the development of a sustainable, profitable, and scalable lending franchise with strong focus on portfolio quality, digital lending capabilities, customer experience, operational efficiency, and regulatory compliance. The role will lead end-to-end business management across product strategy, credit policy alignment, digital partnerships, risk management, underwriting framework, sales distribution, collections, analytics, technology enablement, and portfolio profitability. The position is expected to build a best-in-class Personal Loan platform leveraging digital underwriting, alternative data, AI/ML-driven decisioning, Business Rule Engines (BRE), automated customer journeys, and strategic partnerships across fintech ecosystems.

Key Responsibilities:

1. Business Strategy & P&L Ownership:

- Own and deliver Annual Business Plan, Revenue Targets, Profitability, Market Share and Portfolio Growth.

- Define short-term and long-term strategic roadmap for the Personal Loan business.

- Drive sustainable portfolio expansion while maintaining acceptable risk-adjusted returns.

- Build annual operating plans, budgets, forecasts, and resource allocation models.

- Track and optimize key business metrics including:

1. Disbursements

2. Yield

3. ROA / ROE

4. Cost-to-Income Ratio

5. Customer Acquisition Cost (CAC)

6. Portfolio Quality

7. Collections Efficiency

2. Product Development & Customer Proposition:

- Develop and manage Personal Loan products for Salaried customers.

- Drive innovation in:

1. Risk-Based Pricing

2. Loan Amount Structures

3. Tenure Programs

4. Cross-Sell Offerings

5. Pre-Approved Loans

6. Embedded Finance Solutions

- Continuously benchmark market offerings and introduce differentiated customer propositions.

3. Digital Lending & Technology Transformation:

- Build and scale fully digital Personal Loan journeys with Straight-Through Processing (STP).

- Lead implementation of:

1. Loan Origination Systems (LOS)

2. Business Rule Engines (BRE)

3. Credit Decision Engines

4. e-KYC/ CKYC

5. Account Aggregator Framework

6. API-based Banking Data Verification

7. e-Sign & Digital Documentation

- Drive automation across sourcing, underwriting, approval, disbursement, servicing, and collections workflows.

- Leverage AI, ML, Analytics, Bureau Data, and Alternative Data for customer acquisition and credit decisioning.

4. Distribution & Channel Expansion:

- Develop and scale a diversified sourcing ecosystem comprising:

1. Digital Marketing Channels

2. Fintech Partnerships

3. Loan Marketplaces

4. Embedded Lending Partnerships

5. Strategic Alliances

- Drive acquisition productivity, sourcing quality, onboarding efficiency, and cost optimization across all channels.

5. Credit, Risk & Portfolio Management:

- Partner closely with Risk and Credit teams to define underwriting policies and portfolio risk frameworks.

- Design scorecards, segmentation models, risk triggers, and portfolio monitoring mechanisms.

- Establish early warning systems and portfolio surveillance frameworks.

- Ensure alignment between growth objectives and risk appetite.

- Monitor:

1. Approval Rates

2. First Payment Defaults (FPD)

3. Delinquency Trends

4. Vintage Performance

5. Loss Rates

6. Fraud Indicators

6. Collections & Portfolio Quality:

- Develop end-to-end collections and recovery strategy across customer segments.

- Drive bucket-wise collection efficiency and recovery optimization.

- Build segmentation-based collection models.

- Collaborate closely with collection teams for portfolio health management.

- Ensure portfolio quality metrics remain within approved risk thresholds.

7. Partnerships & Ecosystem Development:

- Build strategic alliances with:

1. Fintechs

2. Loan Service Providers (LSPs)

3. Credit Bureaus

4. Account Aggregators

5. Data Providers

6. Technology Vendors

7. Digital Marketplaces

- Evaluate and negotiate commercial structures that maximize profitability while ensuring regulatory compliance.

8. Governance, Compliance & Regulatory Management:

- Ensure full compliance with:

1. RBI Digital Lending Guidelines

2. NBFC Regulations

3. KYC/AML Requirements

4. Fair Practices Code

5. Data Privacy Standards

6. Customer Protection Frameworks

- Drive governance forums for portfolio review, risk review, customer complaints, audit observations, and regulatory reporting.

9. Team Leadership & Capability Building:

- Build and lead a high-performance Personal Loan business team.

- Establish robust KPI and performance management frameworks.

- Drive leadership development and succession planning.

- Foster a culture of accountability, innovation, collaboration, and data-driven decision making.

Key Success Metrics (KPIs):

Business Metrics:

- Disbursement Volume

- Revenue & Profitability

- Portfolio Yield

- Market Share