Divisional Head - Consumer Durables - IIM/ISB/MDI/FMS

Divisional Head

Job Objective :

- The mass premium team focuses on driving company's acceptance at offline merchants across urban and rural markets across the country.

- The role requires developing a keen and sharp understanding of local merchant/customer's needs and hence, driving Company's transactions based on both brand positioning and local requirements.

- DMs are accountable to drive the sales of new featured products (such as EDC, Smartspeakers etc.) which may come for the existing merchant base.

- 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 a National Sales Head and will have 5-7 Cluster managers as Direct reports along with BDEs.

Responsibilities :

- Divisional Manager is required to set up and lead Cluster managers to drive targets on revenue generation, merchant acquisition and account management.

Revenue Generation :

- DMs are accountable to drive the sales of new featured products(such as EDC, Smartspeakers etc.) which may come for the existing merchant base.

P&L Management :

- The incumbent will be the custodian of cost efficiency and optimization for the respective division.

Merchant Acquisition :

- The incumbent is expected to lead a team to achieve merchant acquisition targets.

- Since payments are agnostic to the category of business, the spectrum of merchants that can be onboarded is vast.

- The incumbent must use their business acumen and understanding of Indian retail ecosystem to track progress against plan by implementing strong processes & review mechanisms using well defined metrics and ask the CMs to cascade the processes to the team.

Account Management :

- Onboarding merchants on the platform is the first stage of a long-term relationship between Company and the account.

- The strength of these relationships, combined with our technology based solutions, will eventually determine the success of companyin each market in terms of market share and revenue.

- The Divisional Manager enables the team to provide effective deployment along with training and servicing of the mechants.

- They should critically view and ensure the successful implementation of monetization avenues in the market.

Map Competition/Market Insights :

- To be able to take timely action, it is imperative that we monitor the market and be informed of competition's initiatives.

- The incumbent should have an holistic approach in monitoring competition activity in key accounts and ensure appropriate response strategies are formulated and implemented.

- With their own observations coupled with inputs from the team, Cluster managers must share best practices internally for growth.

People Management :

- The incumbent should lead and promote the initiatives coming from the ground and share the best practices with the leadership team.

- It is important to stay connected with all the stakeholders including marketing and customer experience for having continual improvement on the processes.

Requirements :

- MBA from Tier 1/2 campus with excellent academic record.

- Proven working experience of 6-8 years in sales/business development.

- Excellent communication and influencing skills.

- Should have handled team and processes like goal setting and performance management.

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

- Problem solving abilities with strong bias for impact.

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

- The incumbent should frontend the team by visiting market on 60% of the expected working days.

- Should have exposure of strong stakeholder management.