Senior Manager - Commercial Sales

Senior Manager - Commercial Sales

About the company

SBI Card is a leading pure-play credit card issuer in India, offering a wide range of credit cards to cater to diverse customer needs. We are constantly innovating to meet the evolving financial needs of our customers, empowering them with digital currency for seamless payment experience and indulge in rewarding benefits. At SBI Card, the motto 'Make Life Simple' inspires every initiative, ensuring that customer convenience is at the forefront of all that we do. We are committed to building an environment where people can thrive and create a better future for everyone.

SBI Card is proud to be an equal opportunity & inclusive employer and welcome employees without any discrimination on the grounds of race, color, gender, religion, creed, disability, sexual orientation, gender identity, marital status, caste etc. SBI Card is committed to fostering an inclusive and diverse workplace where all employees are treated equally with dignity and respect which makes it a promising place to work.

Join us to shape the future of digital payment in India and unlock your full potential.

What’s in it for YOU

1. SBI Card truly lives by the work-life balance philosophy. We offer a robust wellness and wellbeing program to support mental and physical health of our employees
2. Admirable work deserves to be rewarded. We have a well curated bouquet of rewards and recognition program for the employees
3. Dynamic, Inclusive and Diverse team culture 
4. Gender Neutral Policy
5. Inclusive Health Benefits for all - Medical Insurance, Personal Accidental, Group Term Life Insurance and Annual Health Checkup, Dental and OPD benefits
6. Commitment to the overall development of an employee through comprehensive learning & development framework

Role Purpose

This is a Strategic Sales position in the Commercial Cards Sales team, and is responsible for driving B2B payments business, achieving monthly sales targets and acquiring new Large Market customers through consultative selling of payment solutions and commercial card products. This role is based on focusing on business development in region. Maintance and performance management of any project to measure scope, improvement area and further enhancements. 

Role Accountability 

1. Managing existing B2B Customers and prospecting new customers through existing leads/ cold calling etc.
2. Have a consultative sales approach, wherein one PREPARES well - research & understands the corporate’s business, suggests a customized solution basis the business pain identified after detailed probing.
3. Tracking and reporting sales performance including pipeline, acquisition results and market conditions.
4. Increasing business from new acquisitions and existing accounts; achieve the pre-defined sales quota; meeting the revenue and profitability targets.
5. Timely execution of all sales activities – leads, campaigns, referrals & any self-generated leads
6. Maintaining excellent relationship with State Bank officials to get business/leads from their existing clients.
7. Create cross sell opportunities for Corporate T&E Vertical, Retail Card etc.
8. Being up to date on products and competition & the trends in the payment ecosystem
9. Be the interface between SBI Cards and the customer to resolve any application processing issues.
10. Drive the on-boarding of new customers and initiates spend enablement activities
11. Engages in regular portfolio planning to determine areas of focus & project accurate full year forecasts
12. Attend relevant industry and partner conferences, trade shows and networking events
13. Ensuring all performance standards are met viz. business targets, controls and compliance
14. Engaging with premium customers to build relationships, and delivering a positive customer experience while acquiring new customers
15. Expansion of internal and external relationships, and drive sales results
16. Ensuring appropriate sales processes are followed, and the highest levels of controls and compliance are adhered
17. Liaison with internal and external stakeholders to ensure business targets are achieved
18. Pre-acquisition Activities - Prepare RFPs, Proposals, Presentations, Pricing negotiations
19. Post Sales activities - Prepare business proposals for internal risk evaluation, agreements, documentation, implementation and onboarding the customers.
20. Mentoring and coaching new joiners and Assistant managers

Measures of Success 

Key Result Areas:

1. New Customer acquisition
2. Growth in Spends, Forex and Profits
3. Retention of existing customers
4. Achievement of team targets
5. Positive Customer feedback

Technical Skills / Experience / Certifications

1. Understanding of the Commercial cards business/industry
2. Ability to establish/maintain credibility with customers and partners
3. Consultative Selling skills
4. Good understanding of the P&L and profitability dynamics
5. Corporate Sales Experience with the ability to engage at CXO level 
6. Ability to influence key stakeholders from various internal functions

Competencies critical to the role

1. Must have  a drive for high performance; should be self-motivated to achieve targets
2. Should be able to collaborate effectively with multiple internal and external stakeholders
3. Should be able to adapt to ever changing business and regulatory landscape. Should be able to adjust strategy.

Qualification 

MBA

Preferred Industry

Preferred Industry - Commercial Cards /Banking/ Travel &Hospitality /Payments Industry

Experience Level

Senior Level