VP / AVP – Secured Lending
Company Overview
Information about the company is not provided.
Job Summary
We are seeking a seasoned business leader to build and scale a secured lending vertical from the ground up. Currently in the early pilot stage, this role will take complete ownership of transforming the pilot into a fully operational, multi-state secured lending business. This position emphasizes building rather than maintaining, and encompasses overseeing business strategy, product development, policy creation, organizational design, distribution, and go-to-market strategies while collaborating with an independent credit function.
Responsibilities
1. Business Strategy & P&L
- Own the end-to-end secured lending business, focusing on AUM growth, portfolio quality, revenue, unit economics, and profitability.
- Develop a comprehensive roadmap to scale the business from the pilot phase to a full multi-state operation.
- Define geographic expansion and state-wise business strategies.
- Manage the secured lending budget, resource requirements, and investment roadmap.
- Establish relevant business metrics, operating targets, and performance review mechanisms.
2. Product & Credit Policy
- Scale the existing collateral-backed / Loan Against Property (LAP) product into a market-ready offering.
- Define and optimize parameters such as ticket sizes, tenure, loan-to-value (LTV) ratios, pricing, collateral requirements, and target customer segments.
- Work closely with the independent credit function to refine underwriting policies based on market insights.
- Incorporate on-the-ground customer income patterns, collateral types, documentation, and local market nuances into product and policy discussions.
- Drive requirements for Loan Origination Systems (LOS), Loan Management Systems (LMS), and other technology solutions across the secured lending lifecycle.
- Ensure alignment among sourcing, underwriting, legal, technical valuation, disbursement, and collections processes.
3. Organisation & Team Building
- Design the secured lending organization from the ground up, defining necessary regional and cluster structures.
- Balance dedicated secured lending teams with shared resources for optimal efficiency.
- Recruit and develop the initial layers of state and cluster leadership.
- Establish hiring plans that align with the geographic expansion strategy.
- Set training and certification standards for secured lending, covering collateral assessment, documentation, and title verification.
4. Go-to-Market & Distribution
- Build and implement multiple sourcing channels for secured lending.
- Develop a customer graduation strategy to transition existing customers with strong repayment histories into secured lending consumers.
- Create new-to-business acquisition channels through branches, open-market sourcing, and local partnerships.
- Define the channel mix, sales processes, productivity metrics, and incentive structures.
- Craft market-specific go-to-market strategies based on customer segments, competitive landscapes, and market opportunities.
- Strategically sequence geographic expansion based on business potential and operational readiness.
5. Portfolio & Business Operations
- Establish a solid operating cadence across sales, credit, collections, technology, and management information systems (MIS).
- Monitor portfolio performance and key lending metrics including Gross Non-Performing Assets (GNPA), Special Mention Accounts (SMA) migration, bounce rates, collection efficiency, and other portfolio-quality indicators.
- Ensure disciplined execution across sourcing, credit, operations, disbursement, and collections.
- Identify operational bottlenecks and continuously enhance processes for scalability and efficiency.
- Represent the secured lending business in senior management reviews and organizational Objectives and Key Results (OKR) processes.
Qualifications
- 12+ years of experience in lending or financial services with significant experience specifically in secured lending.
- Strong background in Loan Against Property (LAP) and collateral-backed lending, preferably across multiple geographies.
- Proven track record of building, scaling, or significantly growing a secured lending business.
- In-depth understanding of secured lending products, underwriting policies, collateral, legal and technical processes, distribution, and collections.
- Experience managing crucial business metrics such as AUM, revenue, profitability, portfolio quality, and P&L.
- Demonstrated capability to create and build teams and operating structures from inception.
- Strong grasp of branch-led, field-based, and partnership-driven distribution models.
- Ability to maintain a robust commercial orientation while closely collaborating with the credit function.
- Strong strategic thinking combined with hands-on execution capacity.
- Experience managing multi-state lending operations is preferred.
Preferred Skills
Additional skills and qualifications that would be a plus, but are not mandatory, are not specified.
Experience
12+ years of relevant experience in financial services, particularly in secured lending.
Environment
This role is based in Bengaluru with regular travel required across operating states.
Salary
Salary information is not provided.
Growth Opportunities
Details regarding potential career advancement opportunities within the company are not provided.
Benefits
Information on offered benefits such as insurance, paid leave, and work policies is not provided.
