Partnership Lead Manager

About Us:

OTO by CarDekho (automotive financing service marketplace) is a part of CarDekho SEA (India’s biggest digital automotive solutions provider). OTO by CarDekho SEA operates the business across Indonesia and initially focuses on new car dealerships and expanding the new business unit for used car financing, refinancing, dealer inventory funding, multi-financing, and auto insurance.

Responsibility:

1. Partner Acquisition & Expansion Identify, approach, and onboard new dealer and channel partners across assigned territories. Develop strong pipeline of high-potential partners aligned with company growth targets. Negotiate commercial terms, commission structures, and partnership agreements. Support market expansion into Tier 2 and Tier 3 cities.

2. Partner Relationship Management Act as the main point of contact for assigned dealer and agent partners. Build long-term relationships to drive loyalty and sustained volume growth. Conduct regular business reviews to evaluate performance and growth opportunities. Handle escalations and resolve operational or commercial issues.

3. Revenue & Performance Management Drive monthly loan disbursement targets from partner channels. Monitor partner funnel metrics: lead volume, approval rate, conversion rate, and drop-offs. Identify underperforming partners and execute improvement action plans. Collaborate with internal credit, operations, and sales teams to optimize partner output.

4. Channel Optimization & Activation Design activation programs and incentive campaigns to boost partner productivity. Conduct product training and refreshers for dealer sales teams. Improve partner onboarding journey and operational efficiency. Provide market intelligence and competitor insights to management.

5. Cross-Functional Collaboration Work closely with Credit, Risk, Operations, and Marketing teams to ensure smooth loan processing. Align on credit appetite and approval strategies to balance growth and portfolio quality. Support rollout of new products or financing programs to partners.

Requirements: 5–8 years of experience in partnership, channel sales, dealer management, or B2B business development Experience in auto financing, fintech, banking, or marketplace platforms preferred Strong negotiation and stakeholder management skills Data-driven mindset with ability to translate performance metrics into action Willing to travel within assigned regions Strong execution capability and ownership mentality