Role Profile Business Performance Manager (SULB) Page Break ROLE SPECIFICATION Role Title Business Performance Manager Employee Interviewed Reports To Company Muthoot Fincorp Limited Function/Department Location Written By Approved By (Functional) Approved By (People & Culture) Date (Written On) ROLE SUMMARY • Own and accelerate sales productivity across our primary distribution pillars. • Act as the core diagnostic and execution engine—using data-driven performance analytics, portfolio tracking, and funnel analysis • Identify productivity Gap root causes and unlock growth opportunities. • Work in close coordination with Sales enablers – Online Partners, Connectors, Eco system partners. • Ensure strict execution governance through the regional Sales leadership • Reduction in manual intervention through analytics-driven process improvements. ORGANIZATIONAL CHART KEY RESPONSIBILITIES Sourcing Pillar Productivity & Funnel Optimization • Drive FOS Productivity: Own and improve per-agent/per-branch throughput across all 4–5 core sourcing pillars: Ancora, SCRM, Direct Sourcing, Partnerships, and Connectors. • Partnership & Channel Enablement: Work closely with business teams to evaluate, optimize, and scale partnership-led distribution models, ensuring seamless onboarding, funnel velocity, and high conversion rates across third-party/connector channels. • Funnel Leakage & Root Cause Analysis: Conduct granular funnel conversion analysis across sourcing, credit, operations, and disbursement stages to identify friction points and eliminate drop-offs. • Portfolio & Conversion Tracking: Analyze channel-wise portfolio trends to balance volume growth with sourcing quality and approval rates. Analytics-Driven Execution & Governance • Execution Monitoring: Translate sales and performance analytics into field-level execution plans, ensuring regional sales teams actively implement corrective actions. • Target Allocation & Scorecards: Design, publish, and govern periodic performance scorecards and productivity dashboards at the FOS, Branch, Cluster, Region, and Channel levels. • Cross-Functional Alignment: Partner directly with Product, Credit, Collections, and Sales Operations to streamline workflows, reduce turnaround times, and eliminate manual processing bottlenecks Executive Review & Change Management • Leadership Decks & Actionable Insights: Synthesize complex performance data into clear executive presentations, highlight key productivity gaps, and present actionable roadmaps to executive leadership. • Field Governance: Establish a tight review cadence with Regional/Cluster heads to enforce accountability and ensure continuous productivity improvements KEY INTERACTIONS Internal Stakeholders External Stakeholders Sales Team - KEY ROLE DIMENSIONS Geographical coverage – Direct reportees Total team size SULB KEY SKILLS & BEHAVIOURAL ATTRIBUTES • Sales Analytics & Diagnostic Capability: Expertise in sales funnel dynamics, FOS productivity metrics, conversion benchmarking, and throughput modeling. • Partnership Distribution Dynamics: Sound understanding of structuring and managing partnership/connector-led acquisition channels alongside direct field force operations. • Execution & Influence: Proven ability to drive field execution and behavioral change across regional sales hierarchies without direct reporting authority. • Data Proficiency: Hands-on experience with modern BI tools (PowerBI, Tableau, or data engines) and advanced quantitative analysis. • Executive Presence: Ability to build crisp leadership decks and articulate complex business performance metrics to senior executives. EDUCATION / EXPERIENCE • 5 to 8 years of core experience in Business Performance Management, Sales Operations, Channel Productivity, or Distribution Strategy. • Prior experience in BFSI, Lending, Fintech, or High-Velocity Retail Sales Environments managing multi-channel distribution (Direct FOS + Partnerships/Connectors). • MBA / PGDM or Bachelor’s degree in Engineering, Statistics, Mathematics, Economics, Finance, or a related quantitative field.