Account Manager - EMI Sales

Account Manager , EMI Sales

About the Role

As an Account Manager EMI for Razorpay’ s Affordability Business in the East Region, you are the growth engine for our merchant base. Your mandate is to take merchants who have been onboarded onto the Razorpay POS platform and turn them into high-performing, GTV-generating partners. You will be deepening product adoption, driving EMI scheme activation, maximizing transaction frequency, and ensuring every merchant in your portfolio reaches their GTV potential. You will also be required to closely support the Hunting (Merchant acquiring Team) through leads for probable merchants to place Razorpay POS at. 

Success in this role is measured by one thing: GTV growth from your assigned merchant portfolio — month on month, quarter on quarter.

Roles and  Responsibilities

• Own GTV ramp targets for all assigned merchants — drive month-on-month growth from the active portfolio.
• Ensure newly onboarded merchants go live within SLA
• Monitor merchant-level GTV run-rate weekly; identify under-performing accounts and execute recovery plans.
• Drive active participation of assigned merchants in Brand EMI schemes and issuing bank offers.
• Ensure EMI is enabled across all eligible merchant's POS — close coverage gaps proactively.
• Coordinate in-store visibility — scheme banners, staff awareness, and consumer-facing EMI communication at POS.
• Proactively monitor merchant health metrics — transaction frequency, average ticket size, scheme participation rate.
• Identify churn-risk merchants early and intervene with targeted engagement plans before GTV drops.
• Maintain a prioritized engagement list of 30–40 active accounts ranked by GTV growth opportunity.
• Build strong day-to-day relationships with merchant operations, store management, and finance contacts.
• Act as the merchant's primary Razorpay point of contact for scheme queries, activation issues, and escalations.
• Conduct structured monthly merchant reviews — GTV performance vs. target, scheme adoption, and next actions.
• Conduct regular field visits across the East Region to stay close to merchant performance and on-ground dynamics.
• Capture and report merchant friction points, competitor scheme activity, and POS adoption barriers.
• Escalate recurring patterns for internal team’s action.
• Support Hunting Team with leads for new merchant acquiring.
• Maintain accurate CRM records for all active merchant accounts — GTV run-rate, activation status, scheme participation, and open actions.
• Provide weekly GTV forecast and portfolio health update 

Mandatory Qualification 

• 7-8 years of experience in account management, merchant servicing, or channel farming roles — preferably in Fintech, Payments, or Retail.
• Prior exposure to EMI products, Brand schemes, or POS ecosystems is a strong advantage.
• Working knowledge of EMI structures, issuing bank dynamics, and Brand partner schemes.
• Understanding of retail operations, sell-out management, and what drives transaction frequency at the merchant's POS.
• Strong relationship-building skills — able to build trust with merchant ops and store management contacts quickly.
• Structured and disciplined — comfortable with CRM hygiene, weekly reporting, and data-driven account reviews.
• Proactive problem-solver — identifies merchant activation issues and escalates with a clear recovery action, not just the problem.
• High energy and field-ready — willing to travel extensively across the East Region for merchant visits and scheme activations.
• Uses AI-powered CRM and sales tools to monitor merchant portfolio health, flag GTV dips, and prioritize daily engagement based on data signals rather than gut feel.
• Leverages AI summarization tools to prepare for merchant visits — quickly reviewing transaction history, scheme participation gaps, and past interaction notes before each call.
• Uses AI assistants to draft merchant communication — scheme proposal emails, activation follow-up messages, and escalation summaries — improving response time and communication quality.
• Applies AI-based reporting tools to track GTV run-rate across the portfolio and generate weekly performance summaries without manual data crunching.

Experience Level

Senior Level