Head-Channel Productivity & Compliance - Retail & SME Lending - NBFC

Head Channel Process, Payouts & Distribution

Function: Retail Asset & MSME Lending

Role Objective

Own and govern channel processes, payout and incentive frameworks, sales contests, and third-party insurance distribution for Retail Asset & MSME lending, ensuring regulatory compliance, operational efficiency, and sustainable business growth.

Key Responsibilities

Channel Process Ownership

• Design, implement, and review channel policies for Retail Asset & MSME lending.
• Ensure adherence to RBI regulations, internal credit, operations, and audit requirements.
• Own end-to-end channel onboarding (DSAs, connectors, partners), including due diligence and approvals.
• Drive process simplification to improve TAT, partner experience, and productivity.
• Collaborate with Risk, Credit, Ops, Legal, and Compliance teams for seamless execution.

Payout & Incentive Management

• Design and manage payout structures for on-roll sales teams and off-roll/DSA channels.
• Ensure payout accuracy, transparency, timeliness, and compliance.
• Monitor payout effectiveness against cost, productivity, and portfolio quality.
• Periodically recalibrate incentives to align with growth and risk objectives.

Sales Contests & Business Push Programs

• Conceptualize and execute sales contests and short-term business schemes.
• Define objectives, eligibility, rewards, and governance mechanisms.
• Track performance, publish leaderboards, and ensure fair execution.
• Measure ROI and impact on disbursements and sourcing quality.

Third-Party Distribution Insurance

• Manage insurance distribution (life, general, health) linked to lending products.
• Ensure compliance with IRDAI, RBI, and internal guidelines.
• Coordinate with insurers for product onboarding, pricing, training, and MIS.
• Oversee partner certification, documentation, and compliance.
• Drive cross-sell revenue with strong customer suitability and disclosure standards.

Team Leadership & Governance

• Lead and develop a team of ~5 channel/process managers.
• Set KRAs, track performance, and ensure execution discipline.
• Strengthen governance through MIS, dashboards, audits, and reviews.
• Act as the single point of accountability for channel effectiveness and compliance.

Key Stakeholders

Sales & Business Heads | Credit, Risk & Compliance | Operations & Finance | Legal & Audit | Insurance Partners & DSAs

Desired Candidate Profile

Education

• MBA / PGDM (Finance, Marketing, Operations preferred)

Experience

• 15+ years in NBFC / Banking / Financial Services
• Strong exposure to Retail Asset & MSME lending, channel management, incentive frameworks, regulatory compliance, and insurance distribution (preferred)

Key Competencies

• Strong understanding of RBI & IRDAI regulations
• High process rigor with commercial acumen
• Ability to balance growth, cost, and compliance
• Data-driven approach to incentives and productivity
• Strong stakeholder and people leadership
• High ownership and execution focus

Success Metrics

• Channel productivity and disbursement growth
• Cost-to-acquisition and payout efficiency
• Compliance audit outcomes (zero major observations)
• TAT improvement and partner satisfaction
• Insurance cross-sell contribution