Head of DSA (Direct Seling Agent)

Experience :

Location :

Designation :

Role Summary:

The Head of DSA – Unsecured Loans will be responsible for driving business growth through the DSA (Direct Selling Agent) channel for unsecured lending products such as personal loans, business loans, and consumer durable loans. This role involves strategizing, onboarding, managing, and optimizing the DSA network to ensure consistent lead generation, quality sourcing, and achievement of business targets in compliance with regulatory and internal credit policies.

Key Responsibilities:

Strategic & Operational Planning

• Define and execute the national strategy for DSA channel development for unsecured loans.

• Drive growth in disbursements while maintaining portfolio quality.

• Design and implement standard operating procedures (SOPs) for DSA operations.

Channel Development

• Identify, onboard, and activate new DSAs across regions.

• Set performance benchmarks and governance models for DSAs.

• Monitor DSA productivity, channel health, and compliance adherence.

Team Leadership

• Lead and manage a pan-India team of DSA managers, regional sales heads, and coordinators.

• Provide training, mentoring, and performance reviews to strengthen the channel team.

• Coordinate closely with the credit, operations, and risk teams to streamline processes.

Sales & Target Achievement

• Ensure achievement of monthly/quarterly/yearly business targets.

• Analyze market trends and competitor strategies to fine-tune sales approach.

• Monitor and report key sales metrics including lead funnel, conversion, TAT, etc.

Governance & Compliance

• Ensure adherence to all regulatory and internal policy guidelines across DSA channel operations.

• Implement checks and balances to minimize frauds and improve compliance.

• Maintain proper documentation and audit readiness across partner DSAs.

Education: Graduate / MBA in Sales, Marketing, or Finance preferred.

Experience: 14–15 years in retail lending with at least 10+ years in DSA channel leadership roles.

Industry Exposure: Banks, NBFCs, FinTech’s (Unsecured Lending/ Personal Loans)

Skills:

• Deep understanding of unsecured loan products and sales lifecycle.
• Strong DSA network and relationships across geographies.
• Excellent leadership, negotiation, and relationship management skills. o Data-driven approach with strong MIS and reporting skills.
• Familiarity with loan origination systems (LOS), CRM, and digital onboarding tools.
• 30+ Employee handling (PAN India).
• Throughout worked in Corporate DSA (Organized & unorganized DSA). o Ticket size – 5 Lakh (Max).
• ROI Certified company exp – (ROI-16 to 20% ).
• Throughout working experience in DSA. o Experience in Micro Finance / Digital Lending platform.