Job Objective: Mass offline team focuses on driving PhonePe acceptance at offline merchants across urban and rural markets across the country. ASM is responsible for building and maintaining a strong relationship with the Merchants, DSAs and sales executives. The role also requires developing a keen and sharp understanding of local merchant/customer’s needs and hence, driving PhonePe transactions based on both brand positioning and local requirements. The incumbent will be responsible to set up and drive the team to achieve the acquisition & quality targets.

Reporting Matrix: The role will report to the State Head and will have 8-10 Territory Sales Managers as direct reports and 70-80 business development executives as indirect reports.

Responsibilities:  

Business Growth:

• Grow distribution and market share in the assigned area of operations
• Identify, interact and develop DSAs to align and drive business in the market
• Synthesize inputs on local competition from TSM and verify for authenticity across geography. If a local initiative is identified then formulate and launch counter-strategy
• Analyze data and identify improvement areas, corroborate through market visits to identify sweet spots for performance
• Benchmark and compare performance with territory to broad base good practices
• Plan market size, span & geographies for TSM / TL / BDE / FL’s 
• Should be able to device the best methods for communication of plans/targets to the team so that there is minimum expectation vs delivery gap
• Ability to understand formats/data so as to gather right information, viz, in cases when we want them to do surveys and develop insights

Stakeholder Management:

• Handle merchant escalations in market & partner with various internal stakeholders to resolve them
• Partner with cross functional teams like Marketing, Sales Capability and HR to ensure appropriate levels of market collaterals, headcount, onboarding experience, etc.
• Implement processes and metrics for tracking progress and setup review mechanisms with all the stakeholders
• Ensure payouts to and from DSA are done as per process and timelines including accurate calculations and disbursement.

People Management:

• Drive hiring of TSM, BDEs & RTLs to ensure 100% manning in the team
• Onboard the new team members and help them assimilate PhonePe ways of working
• Participate in performance appraisal process sharing insights about the team and sharing relevant feedback with team members for their growth & development
• Coach TSMs regularly to allow them to better manage the input and output deliverables of BDEs
• Understand the reasons of exit and take corrective action to reduce attrition
• Drive team level R&R and engagement practices

Quality Management:

• Monitor quality parameters like KYC, PFB usage to identify gaps, & initiate corrective action
• Validate audits conducted by TSMs and evaluate the process followed & inputs shared by TSM
• Monitor performance on compliance parameters to ensure zero deviation

Requirements: 

• MBA from Tier 1 campus with good academic record 
• 3-5 years of relevant experience in sales and distribution/business development
• Excellent interpersonal skills  to manage situations on the ground
• Should have managed larger teams on the ground
• Exposure to the start up environment is an added advantage
• Problem solving abilities with strong bias for impact
• Strong ethics and discretion while dealing with customers
• Drive for result, able to demonstrate/quantify success relative established targets and metrics