General Manager - Sales Lead

Paytm is Indias leading mobile payments and financial services distribution company. Pioneer of the mobile QR payments revolution in India Paytm builds technologies that help small businesses with payments and commerce. Paytms mission is to serve half a billion Indians and bring them into the mainstream economy with the help of technology.
The AVP/GM of Sales Excellence for the EDC Business will be a strategic leader responsible for optimizing the end-to-end sales process enhancing sales force productivity and driving data-led decision-making across the national field sales organization. This role acts as a crucial bridge between Sales Product Marketing and Operations to ensure effective execution of the sales strategy for Paytms Electronic Data Capture (EDC) devices and associated offline payment solutions.

FSE (Field Sales Executive) Lifecycle Management & Optimization
Recruitment & Onboarding: Define the optimal profile and hiring funnel for FSEs working with HR to ensure a fast quality-driven onboarding process.
Performance & Retention:Design and manage the FSE performance evaluation framework career progression paths and retention strategies to minimize attrition and maximize tenure productivity.
Capacity Planning:Lead FSE capacity modeling and territory planning based on market potential density and sales cycle length to ensure optimal coverage and resource utilization.
Sales Cost & Efficiency:Own the analysis and control of the overall Sales Cost per Unit (SCPU) driving initiatives to reduce operational and fixed/variable sales expenses without compromising growth.
Acquisition Quality & Financial Efficiency
Customer Acquisition Cost (CAC):Be accountable for tracking analyzing and optimizing the merchant CACfor EDC deployments identifying cost-saving opportunities in processes and incentives.
Quality of Acquisition (QoA):Define and enforcestringent quality metricsfor new merchant onboarding focusing on factors like minimum guaranteed TPV/GMV transaction frequency and long-term retention potential.
Ensure high compliance and target achievement onnew onboarding quality metrics(QoA targets) in addition to volume targets.
RoI Analysis:Conduct detailed Return on Investment (RoI) analysis on all major sales initiatives channel investments and incentive programs.
Sales Strategy Planning & Process
Annual Operating Plan (AOP):Lead the design and implementation of the annual and quarterly sales operating plans including sales targets market sizing and territory alignment.
Process Optimization:Standardize and optimize critical sales processes from lead generation to device activation and performance monitoring (MDR/Volume growth).
Sales Enablement:Define and manage the content tools and training required by the field team to sell more effectively
Performance Management & Analytics
Sales Reporting:Design develop and maintain a comprehensive suite of sales performance dashboards and reports providing actionable insights to the leadership team.
Incentive Design:Lead the design and effectiveness evaluation of the sales incentive and commission structure ensuring alignment with both volume andquality of acquisitiongoals.
Forecasting & Budgeting:Own the sales forecasting process for EDC volumes and revenue ensuring high accuracy.
Key Performance Indicators (KPIs)
Sales Target Achievement
Quality of Acquisition (QoA) Score/Compliance
Sales Cost per Unit (SCPU)
Sales Force Productivity (e.g. Average EDC Deployments/FSE/Month)
Sales Forecast Accuracy
Effectiveness of Sales Incentive Plans (ROI)
Education & Experience
Education:MBA or equivalent from a Tier 1/2 institution.
Experience:10 years of overall experience with at least 4-6 years in aSales Excellence Sales Strategy or Business Excellencerole within a large-scaleFinTech Payments Banking (Acquiring Business) or Telecomcompany known for a strong field sales model.
Domain Expertise:Deep understanding of theOffline Payments ecosystem especially EDC/POS devices merchant acquiring and related sales metrics.
Financial Acumen: Strong understanding of P&L drivers cost structures and the financial impact of sales decisions (CAC LTV ROI).
Strategic Thinking: Ability to translate high-level business goals into actionable sales strategies and execution plans.
Analytical Skills: Expert-level proficiency in data analysis reporting tools (e.g. Tableau Power BI) and advanced Excel/SQL. Proven ability to derive insights from complex data sets.
Stakeholder Management: Exceptional communication negotiation and influencing skills to work effectively with senior leadership field teams and HR partners.
Compensation
With an enviable base of500 million registered users21 million merchants and a deep data ecosystem Paytm is uniquely positioned to democratize credit for deserving consumers and merchantsand we are fully committed to this vision.
Indias largest digital lending story is unfolding here. We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses. If you would like more information about how your data is processed please contact us.
Required Experience: