PhonePe - Senior Area Sales Manager - IIM/FMS/MDI/XLRI (3-9 yrs)

Job Objective: Mass offline team focuses on driving PhonePe acceptance at offline merchants across urban and rural markets across the country. The Sr.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 PhonePe 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 Zonal Head and will have 8-10 Territory Sales Managers as direct reports and 70-80 business development executives as indirect reports.

Responsibilities:

Business Growth:

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

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

- Synthesise inputs on local competition from TSM and verify for authenticity across geography. If a local initiative is identified then formulate and launch 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 device 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 right information,viz, in cases when we want them to do surveys and develop insights

Stakeholder Management:

- Handle merchant escalations in 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.

People Management:

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

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

- Participate in 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

Quality Management:

- 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

Requirements:

- MBA from Tier 1 campus with 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 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.