Designation: Collections Practice Lead

About Firstsource

Firstsource Solutions Limited, an RP-Sanjiv Goenka Group company (NSE: FSL, BSE: 532809, Reuters: FISO.BO, Bloomberg: FSOL:IN), is a specialized global business process services partner, providing transformational solutions and services spanning the customer lifecycle across Healthcare, Banking and Financial Services, Communications, Media and Technology, Retail, and other diverse industries. With an established presence in the US, the UK, India, Mexico, Australia, South Africa, and the Philippines, we make it happen for our clients, solving their biggest challenges with hyper-focused, domain-centered teams and cutting-edge tech, data, and analytics. Our real-world practitioners work collaboratively to deliver future-focused outcomes.

• Job Title:Director – Sales
• Grade: C
• Function/Department: Sales

Role Description/Summary:

• The Practice Lead will focus on building future capabilities and solutions required to position Firstsource as the market leader in terms of market share, revenue and analyst ratings in the collections outsourcing space.
• The Practice head will support the ownership of P&L and likely drive revenue emerging from  strategic initiatives

Roles & Responsibilities:

• Provide leadership and strategic direction for the collections business along with the market Head – focusing on strategic deals, new offerings and target acquisitions
• Define the vision, the value proposition and develop a strategic road map that will drive revenue and improve market share.
• Refine a business and commercial model that is scalable, dynamic and has great speed-to-market
• Own the revenue  from strategic initiatives.
• Be a trusted advisor to the client; work with executive level clients and client account teams.

1. Servicing and Default Servicing Offerings:

• Develop the servicing and default servicing components by garnering market intelligence and identifying opportunities for new offerings
• Build and strengthen the tech platform and solution strategy required to provide cutting edge digital solutions leveraging native RPA capabilities and/or strategic partners

2. Large Deals: 

• Steer the business towards winning multi-year transformational deals with the right solutioning – lead the large deals charter and build capabilities to engineer carve-outs and joint venture opportunities
• Build and develop global relationships, representing the organization with key customers and industry stakeholders.

3. Mergers & Acquisitions:

• Scan the market for acquisition opportunities aligned to the collection strategy and liaison with the corporate planning team for feasibility and viability

4. Technology & Specialized Services Partnerships:

• Identify specialized services and technology partnerships to augment the current offerings of collection business and support the addition of new offerings to strengthen the overall portfolio for Sourcepoint
• Build the skills, tools and other organization capabilities needed to be able to respond to the market with agility
• Provide consulting and solutioning expertise to clients on market leading perspectives, emerging trends, tools and techniques

Key Performance Indicators:

• Revenue and P&L of the practice
• Clients onboarded
• Adoption of New Solutions
• No. and Size of Large Deals
• M&A opportunities identified / evaluated
• Brand position and recall