National Head - Channel Sales

Godrej Capital · India

GODREJ FINANCE

Supply Chain Finance

National Head – Channel Sales

Business Line

Supply Chain Finance (SCF)

Location

Mumbai (Head Office)

Reports To

Business Head – SCF

Role Level

National Leadership

Role Overview

Godrej Finance is looking for a National Head – Channel Sales to lead the dealer and vendor financing charter for its Supply Chain Finance business on a national scale. This role owns the end-to-end channel sales strategy — driving both anchor-led financing (dealers/vendors of onboarded anchor corporates) and open-market invoice discounting opportunities — while building and leading a high-performing, multi-zone sales team.

The ideal candidate is a senior SCF sales leader with a strong track record of onboarding MSME dealers and vendors, managing a large and healthy book, and leading zonal teams within a Bank, NBFC, or Fintech.

Key Responsibilities

• Channel Sales Strategy: Own the national channel sales strategy for dealer and vendor financing, balancing growth across anchor-led programs and open-market invoice discounting opportunities.
• MSME Onboarding & Book Growth: Drive sourcing, onboarding, and activation of dealers and vendors; grow and manage a large, healthy loan book across zones.
• Anchor-Led Financing: Work closely with the Anchor Partnerships team to translate anchor program mandates into on-ground dealer/vendor onboarding and disbursement.
• Open Market Opportunities: Identify and drive standalone invoice discounting opportunities outside anchor programs, expanding channel sales beyond anchor-tied business.
• Team Leadership: Build, lead, and mentor the channel sales team; set targets, drive performance management, and build a strong sales culture and succession pipeline.
• Portfolio Quality & Risk Management: Partner with Credit and Risk teams to ensure sound underwriting practices, healthy portfolio quality, and proactive management of delinquencies across the book.
• Zonal Execution: Provide direction and support to zonal/regional sales heads to ensure consistent execution of channel sales strategy, product adoption, and process compliance.
• Stakeholder Management: Collaborate with Product, Technology, Operations, and Finance teams to ensure smooth onboarding, disbursement, and servicing processes for dealers/vendors.
• Reporting & Governance: Own MIS, book performance, and channel sales P&L reporting; present regular updates on growth, portfolio health, and productivity to senior leadership.

Key Requirements

Experience

• 10–15 years of overall work experience in Banking, NBFC, or Fintech.
• Minimum 5 years of experience in SCF sales, specifically onboarding MSMEs (dealers & vendors).
• 4–6 years of team handling / people leadership experience.
• Demonstrated experience managing a book of ₹2,000 Crs+.
• Prior senior-level role in a Bank/NBFC/Fintech, having headed multiple zones.
• Hands-on exposure to both anchor-led dealer/vendor financing and open-market invoice discounting.

Skills & Attributes

• Strong understanding of MSME financing, dealer/vendor onboarding processes, and credit fundamentals for channel financing.
• Proven ability to scale a large, geographically distributed sales team and drive consistent performance across zones.
• Strong portfolio management orientation — balancing growth with asset quality and risk discipline.
• Excellent relationship management skills across dealers, vendors, anchor corporates, and internal stakeholders.
• Strong commercial acumen and ability to identify new sourcing channels and market opportunities.
• Data-driven decision-making with comfort in MIS, portfolio analytics, and productivity metrics.
• High ownership and ability to operate independently in a fast-paced, target-driven environment.
• Willingness to travel extensively across zones.

Education

• Graduate/Postgraduate in Business, Finance, or a related field (MBA preferred).

What Success Looks Like

• Sustained, healthy growth of the dealer/vendor financing book across zones.
• Balanced mix of anchor-led and open-market invoice discounting business.
• Strong portfolio quality with delinquencies within target thresholds.

A well-led, high-pe