Business Head - Lending

Business Head - Lending

Please find the below requirement and we request Interested candidates to apply.

Purpose of role :

- To develop and lead Lending global strategy to deliver agreed sales and revenue targets.

Key Accountabilities :

- Responsible for overall P&L of the business line

- Identify market opportunities, gaps and threats

- Own products, Identify Positioning

- Define roadmap and new products

- Create market facing materials and collateral

- Create Admiration: Manage key analyst relationships

- Owns GTM strategy and ensures readiness at Product launch

- Works through BD to ensure market awareness of product

- Train Sales on product

- Support sales in winning new deals

- Responsible for ensuring deals are T1 & L1

- Responsible for ensuring winning proposals

- Responsible for setting Price and Commercials

- Responsible for ensuring - Reference bank- and coordinating for references

- Responsible for Scope containment and customer requirement sign-off

- Ensures development of Standard implementation plan

Key Outputs :

A global strategic plan with key measurable is in place and there is evidence of monitoring and review. Recognition, sales, revenue and profit targets are achieved. Costs are within budget.

The business head is the - Owner- of the Product. As an owner of the product he is required to achieve

The long term as well as short term

- Revenue Objectives;

- Profit Objectives

- Market Share Objectives

To achieve his Objectives the Business manager is expected to use the following 14 tools (5432)

VSTL- 5 Levers. Very Short term levers

- Opportunity response levers

- Proposal quality

- Demo quality

- Pricing

- Solution defense

- Solution differentiation

The business head is responsible for deciding the solutioning strategy - i.e. what should be the main narrative and how to communicate that narrative. He does so in consultation with inputs from the sales.

Business head is also responsible for ensuring the quality as well as the content of the Demo. He does so in consultation with the sales team

STL. 4 Levers. Short term levers

- Product Vision, Positioning and Roadmap articulation

- Market development initiatives

- Product awareness campaign

- Replacement campaign identification

- Reference site development

- Meet customers and manage their concerns

- Collateral development

- Case study development

MTL. 3 Levers. Medium term Levers

- Hygiene factor gap investments

-Consultant relationship

-Analyst relationship

LTL. 2 Lever. Long Term Lever

Direct Sphere of Influence. Business head has a small number of people who report directly into her (herein called the Business assurance team - BAT). But Business head is expected to think of her team as a virtual team spanning across Product Assurance as well as Sales.

- Product management team: Product management team is charged with

- Identifying Market Opportunities

- Creating a competitive advantage for the deal team.

- Identifying competitive positioning for the Product

- Identifying appropriate Roadmap items

- SWOT analysis against competition

- Tracking competition errors

- Tracking competition wins

- Building Market facing Collaterals

Case studies :

- Analyst relationship

- Consultant relationship

- Market entry decision.

Identifying Business :

Opportunity Response Team: Opportunity response team is equivalent of a Pre-sales team. ORT is charged with

- Converting Opportunities to order

- Ensure that the solution envisaged is most competitive (T1)

- Ensure that the implementation efforts are most competitive (L1)

- Responsible for Quality of Proposal and ensuring that the Proposal effectively communicates the value

- Responsible for Quality of the Demo and ensuring that the Demo is perceived as T1

- Responsible for Solution defense and Solution differentiation

Indirect Sphere of Influence :

- Business head has a small number of people who report directly into her (herein called the Business assurance team - BAT). But Business head is expected to think of her team as a virtual team spanning across Product Assurance as well as Sales.

Engineering Team :

- Engineering team does not not report into Business head. Nevertheless Business head has a reasonable direct influence on Engineering team is a - Provider- to Business head. Business head provides budgets and timelines to Engineering team

Customer Delivery Unit :

- Customer Delivery unit does not report into Business head. Business head signs off on the Scope, Efforts and Timelines. CDU's provide progress report. Business head also steps into provide air cover to delivery in case of dispute with customer

Business development (Sales) Team :

- BD team does nor report into Business Head. The relationship between the two is symbiotic. Both teams need revenue. The relationship operates at three levels (1)Deal level (2) Funnel level (3) Market entry level.

Deal level :

- When sales team brings a Deal to the table, the BAT (Business assurance team) is responsible for ensuring that the solution being pitched is the most competitive and cost effective, The Political and Competitive aspects of deal are owned by Sales and the Technical and Cost aspects are owned by Business manager

Funnel level :

- Either of Business manager and BD manager can make a case of what campaign to launch in a market place. The decision on whether to launch a campaign or not would rest with the BD manager. BAT team is responsible for the Pitch book. The Marketing team is responsible for the design and execution of the campaign

Market entry level. Either of Business manager and BD manager can make a case for entering in a market. The Decision on which market to enter is ultimately the decision of Business manager

Key Competencies :

- Domain knowledge ability to have meaningful conversation with customer; Ability to build confidence in customer

- Pre-sales experience looking at Pre-sales/sales experience that person has desire to relate with customers and is not a pure operations/intellectual

- Business P&L experience ability to look ahead at the Goal and then Marshall resources and Influence environment to achieve these goals

- Competitor Product knowledge ability to make winning proposals or convince customers because of his knowledge of weaknesses of others

- Industry experience comfort/assurance that the person will not be disappointed by the industry

Knowledge of Technology :

- Bid Management stakeholder management

- Result orientation killer Instinct

- Leadership & Influencing

Experience sought :

Experience Profile 1 : Technology and Product Management / Pre Sales Experience

- Product management head or Pre Sales experience in an BFSI IT company e.g. in Temenos / Infosys / TCS / Misys / similar organization . Experience in both Product Management and Sales is ideal. Experience Range 15-25 years.

- Should have participated in MULTIPLE product implementations including for retail Lending product suites as part of Core Banking or as an independent product.

- Must have a "Business/ P&L mind set" and should demonstrate understanding of Retail Mortgages, Auto Loans, personal loans and other loan products. Should have a good understanding of at least two of the above products.

- Ideally should have worked across geographies and should be aware of the current banking and technology trends.

- Should have handled a team of at least 8 people over his career and should be a team player and not an individual contributor.

Alternate Experience profile 2 : Business experience in Banking and / or Retail Lending

Banker with 15-25 years experience in the relevant work area of Sales, Marketing or Operations with India wide responsibility. Should have managed the above functions in a leadership role for an organization with Retail Mortgages, Auto Loans, personal loans and other loan products in its portfolio. Should have good exposure to at least two of the above lending products.

Should have handled a P&L responsibility with Sales, Marketing and Operations functions and managed a large sales function at the national level with responsibility for direct sales over the course of his career.

Ideally from a foreign bank as global exposure is a big plus. Good Business Leader profiles from progressive Indian banks are also acceptable provided the candidate demonstrates good awareness of Banking and Technology trends.

Candidates with good cross functional understanding of Risk and Operations acquired from their business leadership experience would be ideal.

Abilities sought :

- Ability to connect with bankers on account of his personal experience of "Been there done that"

- Ability to connect with bankers through personality traits such as - Listener etc

- Ability to coherently and assertively communicate the value proposition

- Ability to create trust in the buyer

- Should have proven modern leadership traits in order to achieve high customer engagement by bringing employee engagement & nurturing emotional quotient culture

Knowledge sought :

Deep understanding of banking - especially :

- The challenges faced by retail/central bankers

- Costs of running business operations

- Understanding of P&L of different banking product lines

- Understanding of risks (operational / credit) that exist in their respective areas

- Understanding of best practices in his work area

Knowledge of competitive products such as Finacle / Temenos is a big plus

Preetam.C
Senior Recruiter
Floret Consulting