PhonePe - Zonal Head - Premium Key Accounts

Description:

Job Objective:

We are looking for a dynamic and seasoned Zonal Head to spearhead our Key Accounts Team. The ideal candidate will drive sales and business expansion of PhonePe POS (EDC) devices among premium and high-value merchants, nurture key client relationships, and expand our presence within the assigned zone. This role requires strong leadership skills, strategic vision, and effective collaboration with cross-functional teams to achieve exceptional business outcomes.

Reporting Matrix:

Reports To: National Head

Direct Reports: 8-10 Cluster Managers

Indirect Reports: Each Cluster Manager oversees a team of 10 Premium Account Executives

Key Responsibilities:

Business Growth:

- Provide strategic leadership and direction to the Key Accounts Team to achieve revenue and growth targets.

- Develop and implement zonal sales strategies focused on premium and high-value merchants.

- Monitor performance of Cluster Managers and Key Accounts Executives, ensuring KPIs and targets are met.

- Build and maintain strong relationships with key merchants and stakeholders within the zone.

- Analyse market trends, competitive landscape, and customer needs to adjust strategy proactively.

- Drive recruitment, training, and development initiatives for the team to maintain high performance.

- Establish benchmarks and share best practices by comparing performance across territories.

Stakeholder Management:

- Address merchant escalations effectively, collaborating with internal stakeholders for timely resolutions.

- Partner with cross-functional teams (Marketing, Sales Capability, HR) to identify and close process gaps, equipping the team with necessary support.

- Coordinate with GTM & business finance team to customize offerings as per market dynamics.

- Implement metrics and establish review mechanisms to track progress and performance with

stakeholders.

People Management:

- Drive recruitment efforts for Cluster Managers to ensure full staffing across the zone.

- Facilitate onboarding processes for new team members, ensuring alignment with PhonePes operational standards.

- Participate in performance appraisal discussions, providing insights and feedback to support team development.

- Coach Cluster Managers regularly to enhance their management capabilities and improve team performance.

- Proactively address reasons for attrition to improve retention and engagement.

- Promote team recognition and engagement initiatives.

Quality Management:

- Monitor key performance indicators to identify gaps and implement corrective actions.

- Ensure adherence to compliance standards and operational excellence across the zone.

Key Requirements:

Education: MBA from a Tier 1 institution with a strong academic record.

Experience: 5-10 years in sales, distribution, or business development, with proven experience managing large teams.

Skills:

- Excellent interpersonal skills for effective on-ground management.

- Familiarity with startup environments is a plus.

- Strong problem-solving abilities and a results-oriented approach.

- High ethical standards and discretion in customer interactions

Competencies Required:

Influencing/Building Consensus:

- Ability to advocate for change and create compelling narratives for initiatives.

- Openness to input from others, fostering a collaborative environment.

Execution Rigor:

- Skilled at defining execution paths, managing timelines, and prioritizing tasks effectively.

- Proactive in identifying and addressing operational bottlenecks.

Problem Solving/Managing Ambiguity:

- Capable of clearly defining problem scopes and generating innovative solutions.

- Adaptable to changes and complexities in the market landscape.

Customer Centricity:

- Focused on understanding and addressing customer needs effectively.

- Continuously seeks feedback to enhance service offerings and customer experience.