Divisional Head - Key Account Management - FMCG

Divisional Manager

Job Objective:

- The role will entail developing in-depth understanding of Key Accounts of different industry verticals - F&B, Hospitality, FMCG, FMCD, Healthcare & Wellness, Lifestyle. The role also requires an efficient leader who monitors the operations and hence ensures efficiency in execution at any point in time along with P&L handling and revenue generation for the division.

- Reporting Matrix: The role will report to a National Sales Head and will have 5-7 Cluster managers as Direct reports along with 40-50 Key Account Executives/ Consultants as Indirect reports.

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 betwee the account. The strength of these relationships, combined with our technology based solutions, will eventually determine the success of in each market in terms of market share and revenue. The Divisional Manager enables the team to provide effective deployments 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 campus (Batch 2014 or 2015) with excellent academic record

- Proven working experience of 4-5 years in sales/business development with at-least 1 year in modern trade / Key account management

- Excellence communication and influencing skills

- Should have handled team and processes like goal setting, 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