Innoviti Payment Solutions

Role : Head of Farming (Sr Manager - Business Development)

Job Designation : Senior Manager - Sales (Business Development)

Company Information :

- Innoviti Payment Solutions (Innoviti) started its payments business in 2008 and quickly established itself as a pioneer in solving difficult problems in the payments space using technology.

- Innoviti's aim is to fuel India's growth by helping drive a cashless economy. We believe this will release a tremendous amount of money in the Indian market that will ease the availability of credit to fuel entrepreneurship, create jobs and improve the living standards of every Indian. Only technology and a talented team that can put technology to use can address this tough problem.

- Innoviti is a well-funded company backed by marquee investors such as Titan Company (JV between Tata Group and TIDCO) and Catamaran Ventures (founded by Mr. N. R. Narayana Murthy) and NIIC, Canada. The company has been winner of several awards including Deloitte fastest growing company in APAC award three years in a row and Red Herring award twice. We hold 4 patents with 7 more in pipeline.

- Our business involves developing products that use technology to remove friction in a) the supply of money (credit) and b) movement of money. These seemingly simple objectives are actually very tough problems. Today less than 7% of entrepreneurs get access to capital to grow. Less than 8% of purchases happen through electronic money. Solving these tough problems in sustainable ways that are scalable and profitable is a tough challenge!

To address these problems we have built some remarkable products such as uniPAY and smelending.com that today process more than Rs 11,000 Cr. of transactions annually. Leading customers such as Reliance Retail, Lifestyle, Yatra, Indigo, Inox, Tanishq, BPCL, WalMart are using these products. The uniPAY product line drives the payments business where we process more than Rs 10,000 Cr. of transactions annually. The smelending.com business drives the lending to small owners business where we process Rs 400 Cr. of lending annually

If our track record is anything to go by, we have already made a small dent in the world of payments! We are now looking for enhancing our team with talented individuals who are ready to address more complex challenges and make a bigger dent!

Would you like to join this journey :

Senior Manager - Sales (Business Development)

Location : Mumbai

Responsibilities :

- In this role the candidate will be overall responsible for generating revenue from existing customer and partner relationships. Candidate would not be involved in acquiring new customers (merchants), however would need to farm existing relationships and develop existing and new partner relationships to drive revenue.

Duties :

- Understand the different parties that contribute to Innoviti's revenue and prepare a business plan for each type of party (merchants, acquiring banks, issuing banks, third-party service providers etc.).

- Develop strategies and plan for translating them into actions for each party.

- Put in place processes for engaging with each party that will help drive revenue.

- Translate revenue targets to what can be derived from each party and get the same executed through the team.

- Hire, train and manage teams for executing to the plan and targets.

- Should have a watchful eye on the developments within the customer's organization which could impact the future business potential for Innoviti and proactively call out risks and opportunities

- Sustain, manage and cultivate relationships with existing clients to foster deeper and new value creation to align with their business objectives

- Identify new areas of opportunity that partners are working on and develop business case. Present business case to the Head of Sales and Business Head.

- If new opportunity areas are approved, get processes put in place along with Operations, Marketing and Sales for inclusion of new opportunities in their workflows.

- Work with Sales for new opportunities to be opened up by them during hunting.

- Managing monthly, quarterly and yearly reviews with customers- CXOs through team

- Prepare profit and loss statement to understand whether repricing is required withcurrent accounts. Get the repricing done by justifying the value add to customer

- Identification of business risks within account and mitigation of same

- Train and nurture the team on risks identification, mitigation, value add justification and repricing within current accounts

- Timely presentation of targets and achievements to Head Of Sales and Business Operations

- Bring efficiency in sales cycle by using sales processes, tools and optimizing processes

- Help the customer discover revenue streams hitherto unexplored by the customer within range of products provided by our company

- Manage, Mentor and develop team members to be highly productive

Skills and qualifications :

- B. Tech and MBA from tier 1 or tier 2 colleges

- 12 + years overall experience with recent 4+ years of experience in managing IT and Payment consultative customer relationship management team

- The ideal candidate will be entrepreneurial, expert in business risks identification and risk mitigation.

- Should have demonstrated analytical skills in putting together a business case for new opportunities to be invested in.

- Should have demonstrated increase in business from existing relationships by cross-selling other products.

- Should have managed the team who deals with CXO level positions in mid-large scale enterprises, across the country

- Results-oriented with a sense of urgency and passion for success

- Strong business planning, profit and loss planning and organizational skills

- Ability to lead the team by example and inspire them to do better

- Have excellent communication, time management, listening, presentation and writing skills

- Can add value to customer and team by making them aware of market practices or industry information

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