Area Sales Manager

About Us: PhonePe is the leader in the UPI based payments in India with a market share of more than 40%. Our goal is to make payments so easy, safe and universally accepted that people never feel the need to carry cash or cards again. We believe India is at the cusp of a new mobile revolution, which will change the way we manage our money on the go. We see ourselves facilitating this change, through technology and dogged customer centricity. PhonePe went live in 2016 and crossed 5 bn transactions on its platform in 2019. In 2020, PhonePe forayed into diverse areas with the launch of insurance and super funds. Today we have a customer base of 550+ mm users and 35 mm merchants live on our platform.

Job Objective: Mass offline team focuses on driving acceptance of PhonePe's products and services at offline merchants across urban and rural markets across the country. ASM is responsible for accelerating our presence in offline space by driving merchant acquisition, sales & servicing within an assigned geographical area through a team of Business Development Executives/Associates/ Distributors. The incumbent will play a key role in driving market share of PhonePe in offline business. He/She will be expected to lead the team to achieve targets across multiple product lines, including devices, financial and instruments to generate revenues. The role will manage a team of 12-15 BDA/BDE/RTLs and distributors (in case of rural territories). ASM reports to the State Head.

Responsibilities:

Business Growth:

● Grow merchant network by driving acquisition and servicing to attract and retain them

● Drive quality in execution by audits and review mechanisms

• Meet merchants to present products and manage escalations.
• Monitor competition within assigned territory and share inputs with leadership team
• Drive acquisition and win backs productivity to ensure market leadership
• Ensure payout closure and NOC from BDEs and FLs/TLs for all payments
• Correct placement of devices to ensure maximum asset utilization

Infrastructure Management: Manage collateral and devices to ensure no loss or leakage

Brand Visibility:

● Ensure brand visibility in assigned territory leveraging collaterals provided by the organization

● Participate in promotional events and other BTL activity (e.g. Road shows and trade shows) to cultivate customer relationships.

Data Management:

● Understand trackers and download the relevant information to the team

● Analyze the basic data from the trackers to drive business

Stakeholder Management:

● New distributor recruitment and existing partner engagement to ensure partner profitability

● Manage 3Is for the distributors: Infrastructure, Involvement & Investment: ensuring awareness & product in case of new product launch

● Ensure adherence of distributors to company guidelines and ways of working

People Management-

● Facilitate hiring of BDAs/BDEs to ensure 100% manning in their territories

● Onboard and provide on-the-job-training to the front-line sales team to improve performance

● Monitor KPIs and coach team members on an ongoing basis

● Work towards retention and engagement of the front-line sales team

● Drive execution rigor by being in the market and observing BDEs/BDAs

● Motivate the team by regularly communicating about monthly schemes and incentives.

Requirements:

● Proven working experience of 2 - 4 years in sales managing sales team (off roll / on roll)

● Experience in Telecom, FMCG, Retail are highly preferred (B2C experience)

● Excellent interpersonal skills and a strong sales/customer service focus

● Field sales experience with proven track record of increasing sales and revenue

● Experience with distributor management would be an added advantage

● Exposure to the start up environment is an added advantage.

● Problem solving abilities with strong bias for impact

● Strong ethics and discretion while dealing with customers

● Drive for result, able to demonstrate/quantify success relative established targets and metrics ● Basic understanding of MS Office (Excel, Powerpoint, etc)