Key Responsibilities
1. Own End-to-End Revenue Engine
Drive overall disbursals, revenue growth, and sales efficiency
Own the complete funnel: Lead → Application → Approval → Disbursal → Repeat
Ensure both growth and customer experience scale together
2. B2B2C Sales (MFD Channel)
Build and scale the Mutual Fund Distributor (MFD) ecosystem
Own:
Acquisition, activation, and penetration of MFDs
Funnel performance and repeat business
Identify and fix funnel leakages across stages
Improve:
Regional penetration
Tier movement (Bronze → Silver → Gold)
Revenue diversification
Design and manage incentive structures across hierarchy
Own MFD experience (TAT, communication, issue resolution)
3. B2C Sales (Direct Channel)
Build a predictable and scalable direct sales engine
Own:
Conversion metrics across all funnel stages
Bottom-of-funnel performance (approval → disbursal)
Analyze:
Rep productivity
Call-to-connect ratios
Follow-up efficiency
Improve closure quality and repeat conversions
4. Data & Funnel Optimization
Deep dive into:
Stage-wise conversion rates
Productivity metrics
Channel ROI
Diagnose performance gaps and implement structural fixes
Partner with Product, Ops, and Tech to remove bottlenecks
5. Team Building & Capacity Planning
Define hiring roadmap aligned to growth
Optimize:
Rep-to-lead ratio
Ramp-up timelines
Build a high-performance, low-attrition team
6. CRM, Dialler & Process Ownership
Ensure CRM hygiene and tracking accuracy
Improve:
Lead allocation logic
Dialler performance
Follow-up cadence
Drive automation and process improvements
7. Incentive & Performance Architecture
Design variable pay structures aligned to long-term goals
Prevent short-term or misaligned sales behavior
Align KPIs across all levels of the sales hierarchy
8. Cross-Functional Leadership
Work closely with:
Product
Credit
Operations
Tech
Translate ground insights into product and process improvements
Key Metrics (KPIs)
Total disbursals & revenue growth
Funnel conversion rates
Active distribution base expansion
Repeat business %
Sales productivity per head
Attrition control
Incentive alignment
Requirements
Candidate Requirements
Experience
5-10 years in sales leadership
Proven experience managing multi-channel sales (B2B2C + B2C)
Strong background in fintech, lending, NBFC, or financial services
Core Competencies
Strong analytical and data-driven decision-making
Deep understanding of sales funnels and conversion metrics
Experience in building and scaling distribution networks
Expertise in incentive design and performance management
Strong problem-solving and execution mindset
Leadership Traits
High ownership and accountability mindset
Ability to diagnose and fix systemic issues
Strong stakeholder management (Founders, cross-functional teams)
Ability to operate in a fast-paced, high-growth environment
What Success Looks Like (6–12 Months)
Sustainable growth in disbursals
Improved conversion rates across funnel
Increased regional penetration
Reduced revenue concentration risk
Strong repeat business and retention
Stable, high-performing sales team