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