Sulekha - Business Head - New Vertical

About Sulekha.com

Sulekha is one of India's largest digital business and consumer brands that has transformed the local services ecosystem through a powerful need fulfillment and monetization platform that generates qualified, parameterized leads to local service SMBs every day in 40 cities.

Sulekha's unique, scalable digital platform, stapled to an expanding digital-mobile-local opportunity, has positioned it to serve in 24,000+ location-categories for purchase-oriented users (24+ M user needs p.a.) and growth-oriented businesses (2+ M active local businesses).

Sulekha has incubated New Vertical, a unit that works independently to help manage the profiles of thousands of enterprises and SMBs. This position is to be the head of business of this nascent business unit that is growing fast.

Job Description & Expectations

We are looking for a Business Head to help manage hundreds of enterprises and several thousand SMB customers of this New Vertical to achieve tangible business outcomes.

He/she will closely market, acquire and retain certain categories of customers (enterprises + SMBs) and make their business profile rich and successful across multiple platforms on the Internet including Google My Business, Facebook pages, Sulekha, Instagram pages, Pinterest, etc.

Enterprise selling/management expertise

a. Deep expertise in acquiring the Top 1,000 business enterprises of India, via multiple marketing and selling techniques, preferably with experience in selling digital products at a large scale

b. Experience in analyzing enterprise gaps for marketing teams in top corporate customers with the ability to position this New Vertical and its solutions in Google, Facebook, etc as an integral component of managing business presence for thousands of locations

c. Work closely with nationwide BD team members to acquire and retain a few hundred enterprise customers with thousands of locations that can benefit from the New Vertical solution of online presence management.

d. Achieve sales and collection targets as desired for the growth of the enterprise business of New Vertical

Small business marketing/Boost solution

a. Marketing to existing/prior customers of Sulekha in multiple innovative methods that include identifying best prospects, messaging to these prospects, and guiding them through the marketing funnel to make them amiable for a quick sales conversion by Sulekha's large SMB sales team

b. Work closely with the nationwide Sulekha sales team and get them to sell New Vertical SMB products to Sulekha's large base of existing/prior customers and convert several thousand of them in an easy fashion. Collaterals, Online marketing, and softening of prospect base to be done in multiple methods to aid high conversion rates by the Sulekha sales team

c. Co-own the target of New Vertical boost sales (to existing/prior Sulekha customers) with the Sulekha sales leaders in every geography and ensure that this gets achieved. Solve issues that could arise in scaling up the New Vertical business to Sulekha's large base of Prime

Deliver value to Enterprise and Small business customers

a. Deliver on customer success by monitoring value delivery to both enterprises and SMB customers of New Vertical. Innovate on new ideas to ensure that customer value delivery exceeds internal goals that we set for customer success.

b. Manage the team that exists to deliver value and identify projects that involve significant amount of self-service for customers to get value

c. Communicate and obtain value delivery components (insights/reports and content/images/video etc) through the New Vertical app / Sulekha business app from small business customers in particular

d. Spearhead all enterprise meetings on value delivery and ensure that client satisfaction is continuously increasing through the period of the contract.

e. Interacting with select consumers/businesses directly on phone / Whatsapp to understand them better and commissioning research as needed to scale-up New Vertical further

New Vertical app/web product evolution/management

a. Expand on current New Vertical offering by creating a delightful user experience and evolve the New Vertical app and website offering to achieve two big objectives of increased SMB sign-ups and increased SMB self-service aspects

b. Manage the team of product development experts and work closely with CTO and technology team to ensure that product evolution and management are delivered

c. Innovate and benchmark the New Vertical app/web offerings against competing for other apps/web offerings and adapt it to the Indian SMB

d. Evaluate expansion of the product to other English speaking APAC countries where the same product can deliver significant online presence management value to businesses

Professional and Personal Attributes

- 10+ years of marketing and sales experience in a digital / SaaS organization with the acquisition of consumers and businesses in the tens of thousands or millions p.m.

- Deep knowledge of consumer/business acquisition tools with expertise across marketing spends in social, search, affiliates, and other digital forms of acquisitions

- 5+ years of experience in digital campaign communication including the varieties of communication methodologies including direct hands-on experience in creative communication (besides working with partners/agencies to help in improving the communication drafts)

- 5+ years of experience in managing team members with a wide variety of roles including sales, marketing, product (if feasible)

- Good analytical knowledge including working knowledge of large data analysis to help analyze campaign outcomes

- Should possess an innate love of data and ability to see new patterns that impact business

- Positive, initiative driven and passionate about digital marketing

- Result oriented, entrepreneurial and self-motivated

- Ambitious and flexible

- Excellent communication and presentation skills particularly in English and spoken Hindi and 1 regional language

Other aspects

- Reporting to CEO

- Must be based out of Chennai with significant travel whenever it opens up

- Mostly working out of office once COVID threat siezes