Product Head Cross Sell

Essential Qualifications:

Graduate. MBA preferred

Essential Experience:

• 10+ years of relevant experience with Personal Loan and / or Cross Sell product
• Relevant years of experience in product management & distribution channel management
• Comfortable with working with large data sets and tech driven businesses

Key Roles and Responsibilities:

Product Management

• Develop and manage the product and proposition roadmap for cross-sell products across PL, UBL and other relevant products.
• Design new products, schemes, pricing, offers and customer propositions based on customer & business needs.
• Own the end-to-end product lifecycle from conceptualisation through approval, launch, monitoring and modification/discontinuation.
• Define product eligibility, customer segmentation, offer constructs and channel-specific propositions.
• Monitor product performance, unit economics, profitability and customer outcomes and drive corrective actions. Customer & Data/Analytics Management
• Develop customer segmentation and propensity-based targeting strategies to identify cross-sell opportunities.
• Work with Data/Analytics teams to develop customer propensity, lead prioritisation & next-best-offer framework.
• Analyse customer behaviour, response rates, conversion and drop-offs across the funnel.
• Develop dashboards and MIS to monitor cross-sell performance at customer/product/channel/campaign levels.
• Continuously optimise targeting, offers and customer journeys based on campaign and conversion analytics.Process, Policy & Technology
• Design and continuously streamline end-to-end cross-sell processes and customer journeys across physical and digital channels.
• Work with Credit, Policy, Risk, Operations and Compliance teams to define and optimise eligibility, underwriting and fulfilment processes.
• Identify process bottlenecks and drive automation and straight-through processing wherever feasible.
• Work closely with Technology/Product teams to build and enhance cross-sell journeys, lead management, offer management and campaign orchestration capabilities.
• Define product and business requirements for the cross-sell technology platform and prioritise the product roadmap.Sales & Channel Development
• Develop new business channels, including alternate, digital, partner and embedded channels.
• Define channel strategy, economics, propositions and operating models.
• Design and implement campaigns, sales programs and contests to drive acquisition and cross-sell.
• Partner with sales leadership to improve lead conversion, productivity and channel effectiveness.
• Develop relationships with Channel Partners, FinTechs, Online Aggregators and other ecosystem partners.
• Gather market and partner feedback and translate insights into product, process and proposition improvements.Business & Performance Management
• Own business targets, revenue, profitability, cost and P&L for the cross-sell portfolio.
• Set targets across products, customer segments & channels based on business budgets and market opportunity.
• Drive funnel-level performance management across lead generation, contactability, conversion & disbursal.
• Develop hiring strategy, organisation structure, role definitions and performance scorecards for internal team.
• Design incentive structures for different sales channels aligned to profitable growth and quality of business.
• Monitor productivity and drive continuous improvement across teams and channels.
• Ensure adherence to audit, compliance, risk and sales quality guidelines.