State Head

Job Objective:

The mass offline team focuses on driving acceptance at offline merchants across urban and rural markets across the country. ASM is responsible for building and maintaining a strong relationship with the Merchants, DSAs and sales executives. The role also requires developing a keen and sharp understanding of local merchant/customer's needs and hence, driving transactions based on both brand positioning and local requirements. The incumbent will be responsible to set up and drive the team to achieve the acquisition & quality targets.

Reporting Matrix: The role will report to the State Head and will have 8-10 Territory Sales Managers as direct reports and 70-80 business development executives as indirect reports.

- Grow distribution and market share in the assigned area of operations

- Identify, interact, and develop DSAs to align and drive business in the market

- Synthesize inputs on local competition from TSM and verify for authenticity across geography. If a local initiative is identified then formulate and launch a counter-strategy

- Analyse data and identify improvement areas, corroborate through market visits to identify sweet spots for performance

- Benchmark and compare performance with territory to broad base good practices

- Plan market size, span & geographies for TSM / TL / BDE / FL's

- Should be able to devise the best methods for communication of plans/targets to the team so that there is minimum expectation vs delivery gap

- Ability to understand formats/data so as to gather the right information, viz, in cases when we want them to do surveys and develop insights

- Handle merchant escalations in the market & partner with various internal stakeholders to resolve them

- Partner with cross-functional teams like Marketing, Sales Capability, and HR to ensure appropriate levels of market collaterals, headcount, onboarding experience, etc.

- Implement processes and metrics for tracking progress and setup review mechanisms with all the stakeholders

- Ensure payouts to and from DSA are done as per process and timelines including accurate calculations and disbursement.

- Drive hiring of TSM, BDEs & RTLs to ensure 100% manning in the team

- Onboard the new team members and help them assimilate ways of working

- Participate in the performance appraisal process sharing insights about the team and sharing relevant feedback with team members for their growth & development

- Coach TSMs regularly to allow them to better manage the input and output deliverables of BDEs

- Understand the reasons of exit and take corrective action to reduce attrition

- Drive team-level R&R and engagement practices

- Monitor quality parameters like KYC, PFB usage to identify gaps, & initiate corrective action

- Validate audits conducted by TSMs and evaluate the process followed & inputs shared by TSM

- Monitor performance on compliance parameters to ensure zero deviation

- MBA from Tier 1 campus with a good academic record

- 3-5 years of relevant experience in sales and distribution/business development

- Excellent interpersonal skills to manage situations on the ground

- Should have managed larger teams on the ground

- Exposure to the start-up environment is an added advantage

- Problem solving abilities with a strong bias for impact

- Strong ethics and discretion while dealing with customers

- Drive for results, able to demonstrate/quantify success relative to established targets and metrics

Requirements:

- Full-Time Employee Benefits (Not applicable for Intern or Contract Roles)

- Insurance Benefits

- Medical Insurance, Critical Illness Insurance, Accidental Insurance, Life Insurance

- Wellness Program

- Employee Assistance Program, Onsite Medical Center, Emergency Support System

- Parental Support

- Maternity Benefit, Paternity Benefit Program, Adoption Assistance Program, Day-care Support Program

- Mobility Benefits

- Relocation benefits, Transfer Support Policy, Travel Policy

- Retirement Benefits

- Employee PF Contribution, Flexible PF Contribution, Gratuity, NPS, Leave Encashment

- Other Benefits

- Higher Education Assistance, Car Lease, Mobile & Broadband Reimbursements, Salary Advance Policy.

- Working at is a rewarding experience! Great people, a work environment that thrives on creativity, the opportunity to take on roles beyond a defined job description are just some of the reasons you should work with us.