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Head - Sales Effectiveness
Resy
posted 2hr ago
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Job Description
Job Purpose
- To lead the sales effectiveness function for ICS (Intl Card Services) Commercial business, Amex India.
- This is a national role responsible for driving billings growth and increased profitability by working closely with the sales and account development teams. The incumbent will be responsible for overall pipeline management, offline prospecting, data-backed prospecting. lead management, cycle movement campaigns, and ownership of sales policies, practices, and procedures.
- The role will also include business planner functions involving sales target setting, forecasting, and budgeting.
- Management of scorecards and performance metrics will also be a key aspect.
- The incumbent is expected to have a strong external market understanding and leverage databases, publications, and available market research, to provide business insights to senior leaders and drive sales effectiveness
Key Accountabilities
Sales Activity and Pipeline Management
Scientific tracking of sales activity, monitor accuracy and timeliness of DSR report generation and review, lead generation and allocation ensuring fair distribution keeping the cost of acquisition low, ensuring pipeline is updated and accurate (for close dates, BBA). Ensure cycle movement and churning of opportunities to minimize ageing, reduce time to bill and drive WTT% in the overall portfolio. Working with implementation team to ensure low DUD rates and minimal backflow in application processing.
Data-backed prospecting
Work with vendors to procure data to aid prospecting basis relevant industries, location, ratings, etc., procure leads from relevant databases through subscriptions or one time purchase, work closely with the acquisition marketing team to ensure lead flow to the sales team and management of the same. Leverage internal risk capabilities to vet existing leads for qualification and ensure higher conversion to wins
Sales Policy, Practices and Procedures
Ownership of the sale policy, practices and procedure document, ensuring trainings for the sales teams with the updated document. Governance of rules of engagement to help team members function effectively across sales, AD teams
Portfolio tracking, Business planning, forecasting, target setting
Manage portfolio allocations and track BCV performance, monitor movement of accounts between teams, work with PPI team and Finance teams for business planning and forecasting of sales, budget numbers for Commercial business (including annual planning and subsequent in year rolling plan exercises). Individual target setting for sales team members
Dashboarding, MIS, Performance Tracking, Scorecards, YE evaluation
Dashboards for monitoring business performance, sharing relevant MIS for BURs and senior leadership meets, Performance tracking using growth and leadership scorecards, year-end evaluation using plan vs. achieved
Qualifications and Competencies
Qualifications:
- Graduate (MBA preferred), 7+ years of experience in sales / sales management
- Experience in lead generation and vendor management related to lead gen, prospect databases
- Strong understanding of financial statements, ratios, cash flows, account receivables & payables, cash conversion cycle
- Work experience in the commercial cards space will be preferred, along with associated knowledge of industry practices, existing expense management solutions in the market, understanding of the travel industry across airlines, hotels, lodging, restaurant spends and associated data flows
- Good understanding of banking compliance, risk and regulatory requirements and
- emerging regulatory environment that will impact the BFSI sector
- Good Presentation & Analytical Skills
Competencies
- Strategic thinking & effectiveness ability to translate business objectives into actionable targets and drive sales/AD efforts for achieving the same
- Results oriented and good project management skills with previous people leadership experience preferable
- Proven track record of leading strategic initiatives and/or consulting engagements with ability to influence, drive change and gain buy in from leaders and cross-functional teams
- Understanding of financial services, particularly India Corporate and SME sector would b e an asset
- Analytical and data driven, have a passion for creativity and innovation
- Superior oral and written communication skills and Thought leadership
This is not a hybrid role and the colleague is expected to be in office on working days if not out for meetings/events
Compliance Language
Benefits include:
- Competitive base salaries
- Bonus incentives
- Support for financial-well-being and retirement
- Comprehensive medical, dental, vision, life insurance, and disability benefits (depending on location)
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- Generous paid parental leave policies (depending on your location)
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
Benefits include:
- Competitive base salaries
- Bonus incentives
- Support for financial-well-being and retirement
- Comprehensive medical, dental, vision, life insurance, and disability benefits (depending on location)
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- Generous paid parental leave policies (depending on your location)
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
Employment Type: Full Time, Permanent
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