Business / Product – Embedded Finance & Anchor Partnerships
Location: Gurugram
Reporting to: Director of SMB Lending
Experience Required: 8-10 years overall, with 5+ years specifically in Purchase Financing / Supply Chain Financing (SCF) / B2B BNPL
Education: MBA / CA / PGDM from a reputed institute preferred
About the Role:
We are looking for a seasoned professional to own and scale our Purchase Financing / B2B BNPL product — a credit offering that sits between an Anchor Partner (supplier/OEM/distributor) and its Buyer (borrower/dealer/retailer/SME). This role requires someone who deeply understands the tripartite dynamic of anchor-led lending: the anchor's business interest in enabling sales, the buyer's working capital need, and the lender's risk exposure — and can structure programs that align all three. This is a build-and-scale mandate: launching new anchor programs end-to-end, negotiating commercial and risk terms with strategic partners, and then managing the portfolio through its lifecycle to healthy, profitable growth. Key Responsibilities
Anchor Partnership Origination & Program Launch - Identify, pitch, and onboard anchor partners (manufacturers, distributors, large B2B platforms) for purchase financing / SCF programs. - Structure end-to-end program design: eligibility criteria, credit limits, tenure, pricing, anchor obligations (buyback/first-loss/data sharing), and buyer onboarding journey. - Lead contractual & commercial negotiations with anchor partners — pricing, risk-sharing constructs (FLDG,etc), and SLAs. - Drive cross-functional program launches with credit, risk, tech, legal, compliance, and operations teams.
Product & Customer Understanding - Deep understanding of buyer (borrower) personas across categories — retailers, dealers, distributors, small manufacturers — and their cash flow cycles. - Understand the nuances of anchor-buyer commercial relationships (credit period, discounts, return/replacement norms) and how these interact with the financing structure. - Distinguish between anchor-backed (recourse) and open-market (non-recourse) purchase financing models and their risk implications.
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Risk Policy & Credit Underwriting - Working with the Credit Risk team for policy design for Borrower & Anchor underwriting basis anchor-linked data (trade history, GST, bank statements, bureau, anchor sales data) while driving alignment on scorecards, cut-offs, and portfolio segmentation.
Unit Economics & Portfolio P&L - Own the unit economics of each anchor program — yield, cost of funds, credit cost, opex, and contribution margin. - Build and defend business cases for new anchor programs to internal risk teams. - Track program-level and portfolio-level profitability; course-correct pricing or risk parameters as needed.
Stakeholder & Strategic Partner Management - Serve as the primary relationship owner for anchor partners post-launch — reviews, escalations, renewals, and expansion. - Manage internal stakeholders (Risk, Credit, Legal, Tech, Ops, Finance, Compliance) to keep programs running smoothly. - Represent the business in senior anchor partner conversations (CXO/business head level) for renewals and cross-sell.
Portfolio Growth & Monitoring - Drive disbursement growth across live anchor programs through funnel optimization (buyer activation, limit utilization, repeat usage). - Identify expansion opportunities — new anchor categories, geographies, or buyer segments within existing anchors. - Own portfolio health reporting — utilization rates, active buyer base, delinquency, anchor-wise concentration risk.
Weekly / Monthly updates and reports to Senior management & Leadership Required Skills & Experience
Total Experience: 8+ years in BFSI / Fintech / NBFC, with exposure to SME/B2B lending and 5+ years specifically in Purchase Financing / Supply Chain Financing / B2B BNPL
Demonstrated experience launching at least 3-5 anchor-led financing programs from scratch and scaling them to a portfolio of > INR 100 cr
Risk Understanding: Working knowledge of credit policy design, underwriting frameworks, and portfolio risk monitoring
Financial Acumen: Strong grasp of unit economics — yield, cost of funds, credit cost, opex, contribution margin
Familiarity with LOS/LMS platforms, portfolio dashboards, and basic data analysis (Excel working knowledge is a must)
Strong Excel and Presentation skills
Should have managed a team of atleast 2-3 persons for >1 year
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