Regional Manager

Department: DSA Channel

Location: Pune (with travel across the region as required)

Reporting To: National Head – Unsecured Lending

Experience Required: 6–10 years

Employment Type: Full-time

Role Overview

The Regional Manager – DSA Channel will drive the personal loan business through Direct Selling Agent (DSA) partners in the region, focusing on acquisition, relationship management, compliance, and achieving monthly disbursement and login targets. The role involves leveraging daily sales performance MIS (target vs. achievement) to optimize DSA and connector performance, managing onboarding processes, and ensuring seamless lead-to-disbursement workflows. The Regional Manager will lead a team of Relationship Officers / DSA Coordinators, foster strong partner relationships, and ensure adherence to compliance and process standards to drive business growth.

Key Responsibilities

Business Development & Target Achievement

• Drive monthly disbursement and login targets through active DSA sourcing and partners activation in the region.
• Identify, onboard, and activate new DSA partners and connectors to expand the channel network.
• Maximize productivity of existing DSAs through regular engagement, performance tracking, and actionable insights from daily/weekly/monthly MIS reports (sourcing, login, disbursement, rejection, TAT, and target vs. achievement).
• Push for timely disbursals post-loan offer approval and address discrepant cases to minimize delays and rejection ratios.

Relationship Management

• Build and maintain strong relationships with DSA partners and connectors to ensure long-term engagement and channel loyalty.
• Conduct regular meetings, training sessions, and performance reviews with DSAs to enhance productivity and resolve queries.
• Escalate and address partner concerns to ensure smooth lead flow and operational efficiency.

Compliance & Process Control

• Ensure strict adherence to KYC, credit policy, and documentation standards across all sourced cases.
• Monitor turnaround times (TATs) from lead login to disbursement, maintaining minimal rejection ratios.
• Coordinate with Credit, Operations, and Disbursement teams to streamline processes and ensure smooth case closures.

Team Handling & Coordination

• Manage and guide a team of Relationship Officers/DSA Coordinators, overseeing field activities, productivity, and reporting.
• Collaborate with MIS, backend support, and collections teams to streamline post-sales processes and enhance channel performance.
• Work with tech/product teams to resolve issues related to DSA, Connectors, Application Process, Disbursals, Partners Payouts etc...

Reporting & Analysis

• Prepare and present daily, weekly, and monthly business reports, including partner-wise performance, rejection trends, and business gaps.
• Analyze funnel performance (lead-to-disbursement) across DSAs, connectors, and cities to identify and address gaps.
• Recommend process or product improvements based on regional insights and MIS data to drive scalability and efficiency.

Key Skills & Competencies

• Strong DSA network and relationship management skills, preferably in the region.
• Excellent communication, negotiation, and people management skills.
• In-depth knowledge of unsecured lending (personal loans), credit documentation, and underwriting processes.
• Proficiency in Excel, CRM/LMS tools, and sales tracking systems for performance monitoring.
• Analytical mindset with the ability to derive actionable insights from MIS reports.
• Local language proficiency is a plus.

Preferred Qualifications

• Graduate/Postgraduate in Business Administration, Finance, or related fields.
• 6–10 years of experience in DSA/partner channel sales, preferably in NBFC/Fintech sectors with a focus on unsecured lending.
• Proven experience managing DSA channels or similar sales networks in the lending business.