Product Head Cross Sell

Job description

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.