Home Credit - Business Head - LAP - Small Ticket Segment

Objective (Purpose of the Job)

We are looking for a strategic and entrepreneurial leader to build and scale our Small Ticket LAP business (< 40L disbursement ticket size). This role will be responsible for the end-to-end ownership of the LAP business from strategy to execution with the mandate to pilot and grow operations in 2530 cities, expand channel mix, and deliver a robust risk-adjusted portfolio.

This role will lead cross-functional collaboration across Product, Sales, Credit, Collections, Risk, Legal, and Technology teams to ensure a seamless go-to-market (GTM) and operational delivery.

Key Responsibilities

- Strategic Business Ownership:

- Define product construct, pricing, eligibility, customer segments, and operational model for small ticket LAP.

- Design and execute go-to-market strategy across geographies and channels.

- Drive customer acquisition through DSA and alternate channels, ensuring channel productivity and adherence.

- Own P&L, disbursement targets, and profitability across geographies

- Partner with Tech and Ops to develop a scalable, digital-first LAP journey- from sourcing to disbursal.

- Credit Risk, Governance & Underwriting Excellence:

- Develop and implement risk policy framework tailored as per customers (Self- employed and informal sector borrowers).

- Ensure robust due diligence, income surrogate frameworks, and property evaluation norms.

- Collaborate with Legal for compliance and documentation; ensure LOS (Line of Sight) compliance for governance.

- Collaborate with UW team to design analytics-driven scorecards and approval systems- to Identify friction points in the funnel and implement process improvements to boost TAT, approval rates, and customer experience.

- Channel & Distribution Management:

- Architect and scale a multi-channel acquisition engine comprising DSAs, connectors, direct field teams, and digital/alternate channels.

- Anchor sourcing strategy by leveraging internal ecosystems for lead generation and cross-sell.

- Drive productivity and conversion across sourcing funnels with robust governance and review cadence

- Leadership, Team Building & Stakeholder Alignment

- Partner with external co-lending and sourcing partners as per GTM.

- Represent LAP in leadership forums and align closely with CXOs through business reviews and strategic planning.

Required Skills:

1. 12-20 years of experience in Secured lending (LAP/MSME/HL) with a focus on small-ticket, informal segment borrowers.

2. Proven track record of launching or scaling LAP/SME businesses.

3. Expertise in DSA/channel governance, co-lending structures, and digital credit journeys.

4. Strong cross-functional experience: Product, Risk, Sales, Collections, Legal & Tech.

5. Deep understanding of income surrogate evaluation, property risk assessment, and underwriting frameworks.

6. Familiarity with legal due diligence, title checks, encumbrance validation, and LOS (Line of Sight) adherence.

7. Strong analytical capability and comfort with P&L, cost/yield optimization.

8. Experience in building from 0-to-1 or early-stage product/market rollout is preferred.