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28/06 Shilpashree
Associate Manager - HR at Matrimony.com ltd

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Matrimony.com - Head/Associate Vice President/General Manager - Retail Sales & Marketing (15-20 yrs)

Chennai Job Code: 1117571

About Us:

Matrimony.com Ltd is India's first pure play Consumer Internet Company to get listed on BSE and NSE. Its flagship brand Bharat Matrimony is the largest and the Most Trusted Matrimony Brand (as per the Brand Trust Report 2014). Over 3500 associates serve close to 6 million members. The company provides both matchmaking and marriage related services and is also complemented by 120+ company-owned retail outlets. Its flagship matchmaking services are Bharat Matrimony, Elite Matrimony and Community Matrimony.

With a strong leadership in matchmaking, the company has fast expanded into the $80 billion marriage services Industry with offerings such as WeddingBazaar.com - the largest wedding services marketplace and Mandap.com - the largest online wedding venues platform. Each of these offerings are available across the country. The goal is to build a billion-dollar revenue company and a long-lasting institution with a legacy for generations to come.

Matrimony has also forayed into international markets with its UAE operations completing over 3 years and Bangladesh operations commencing in 2021.

Department Overview:

Retail - the network of 120 + retail outlets spread across states and towns in India provides a physical presence of an otherwise online matrimony.com sales and service. They service, walk in customers, and provide for the local branding and presence, to fulfil member requirements. These outlets cater to the need of offline customers in finding the right match. These are Company Owned Company Operated small store retail formats.

Role Overview :

- The person would be responsible to head the retail business division for Matrimony.com; formulate and implement the retail strategy, in order to attain market leadership, through growth in revenue market share and improvement in customer experience for all Bharat Matrimony and Community Matrimony retail outlets across India.

- Responsible to achieve customer satisfaction targets, initiate retail expansion strategies to improve reach, coverage and expand geographical footprint across all retail outlets and provide feedback on competitive moves to protect base and increase share of subscribers and revenue for Matrimony through offline channels.

Key Responsibilities :

1. Strategic deliverables:

- Formulate overall retail strategy to drive profitability of PAN India retail outlets.

- Set and deliver sales targets for the retail channel, jointly with the Area Managers and State Heads.

- Develop channel expansion strategy by evaluating retail channel coverage and penetration.

- Develop channel engagement strategy with the zone retail leads

- Develop strategies to improve customer walk-ins, conversion, and customer satisfaction at retail outlets.

2. Operational Deliverables:

- Achieve circle revenue target for the different retail channels for our product

- Maintain high quality of operations in retail outlets operations as determined by quality audits

- Achieve channel expansion targets by appointing and monitoring distribution partners in new and existing areas.

- Resolve channel-specific issues in zone within specific timelines.

- Receive timely feedback and inputs from Cluster Retail Managers and State Heads.

3. Developmental Deliverables:

- Performance management of direct reports and regional retail resources.

- Identification of development areas and recommending the training programs / interventions.

- Best practice sharing - within the regions and other regions.

Skill and Competencies:

1. Skill Set

- Create, develop, enhance, and execute a comprehensive sales strategy.

- Expert at coaching and leveraging key metrics, technology, and integrated marketing strategies to increase productivity.

- The interpersonal and influencing skills to build cohesive working relationship.

- Outstanding communication skills, both written and verbal; ability to deliver concise, logical written documents and the presence to deliver the company's vision and product definitions to both large and small audiences.

- Strong Entrepreneurial Skills

- Strong networking skills to work with Cross functional teams and drive sales.

- High Degree of Customer Service Orientation

- Ability to create new revenue streams

2. Competencies

- P&L account owner : Proficient in accounting for profitability of branch

- Success in both increasing lead conversion rates and increasing the average contract value

- An experienced leader, who understands both the customer buying process and sales methodology to be accountable for business growth

- High degree of Process Orientation

- Should have made a significant business impact / transformation in the previous assignments.

- Should have the potential to manage a team of 250 to 300 strong sales & operations team

- Ability to identify, improve, measure, monitor and audit process metrics to deliver superior service quality significant independent judgment and rigorous analytical capability

- Ability to persuade others at all levels of an organization to influence decision- making

Education and Experience :

- Bachelor's Degree in business or engineering and MBA in Marketing and/or Operations from a premier institute

- At least 14 - 18 years of marketing and sales experience including 6-8 years in managing branded retail.

Women-friendly workplace:

Maternity and Paternity Benefits

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