National Sales Manager - Co-Lending & Partnerships - Banking/Financial Services

Role:

We have a requirement with one of the leading Housing Finance Companies for a National Sales Manager - Co-Lending & Partnerships.

General Responsibility:

The incumbent will be responsible for building, scaling and managing the company's co-lending and strategic partnership business with Banks, NBFCs, FinTechs, Housing Finance Companies and other eligible financial institutions. The role will own the end-to-end co-lending strategy, partner acquisition, commercial structuring, product development, portfolio growth, profitability, governance and partner relationship management, while ensuring adherence to applicable regulatory and internal risk frameworks.

Principal Accountabilities:

• Develop the company's overall Co-Lending and Strategic Partnership strategy in line with business and funding objectives.
• Build relationships with senior leadership of Banks, NBFCs, FinTechs and other financial institutions.
• Own the strategic direction for AUM, disbursement, revenue, yield, spread and profitability.
• Establish appropriate partner selection and risk frameworks in conjunction with Credit/Risk.
• Drive the strategic roadmap for LOS/LMS/API and system integration with partners.
• Define the organizational structure and capability requirements for the Co-Lending function.
• Identify potential partners and develop a qualified partnership pipeline.
• Lead commercial negotiations with partners and coordinate with Credit, Risk, Legal, Compliance, Finance and Technology teams.
• Convert partnership concepts into operational products and customer journeys.
• Review partner-wise portfolio performance, including sourcing, sanctions, disbursements, AUM, yield, collections and delinquency.
• Ensure adherence to applicable RBI guidelines and internal policies.
• Supervise Partnership Managers/Relationship Managers and support teams.

Specific Skills:

• Co-Lending & Partnership Business
• Institutional relationship management
• Bank/NBFC/FinTech ecosystem knowledge
• Deal structuring and commercial negotiation
• Financial and business-model analysis
• Lending product knowledge
• Credit and risk understanding
• Portfolio management
• P&L and profitability management
• Regulatory and governance understanding
• Technology/API/LOS-LMS integration understanding
• Strategic business development
• Senior stakeholder management
• Team leadership

Experience:

• 15 - 20+ years of experience in Banking, NBFC, Housing Finance, FinTech or Financial Services.
• Significant experience in Co-Lending, Partnership Banking, Institutional Business, Digital Lending, Business Alliances or Strategic Partnerships.
• Experience in building and managing partnerships with Banks/NBFCs/FinTechs is essential.
• Proven experience in managing large business volumes and institutional relationships.
• Experience managing a national/multi-location team preferred.