Job Description

As a leading issuer of corporate payment solutions, GCP (Global Commercial Payments) serves more than 62% of the Fortune 500 companies globally. GCP solutions deliver a number of benefits to our corporate customers, including increased visibility into their business spending, added control, improved efficiency and cost savings. Our card programs also help keep employees safe, secure and productive while on the road. Our mission is to - change the world at work.-

The incumbent will be responsible for leading the pan-India Sales Channel acquisition strategy in India through a team of business development executives focused on driving new business from new clients in the SME segment.

Success in this role is measured by achieving channel level sales targets and by demonstrating strong sales leadership, management of vendor relationship & resources.

Develop and own sales plans, implementation, performance tracking and sales process optimization to exceed annual sales target across operational cities

Own end to end acquisition journey from prospecting and lead generation through pipeline management to account signups and billings ramp up

High sales productivity and sales velocity of the sales executives

Low decline rates by prioritizing the pipeline (basis client type/profile, industry, product)

Low TAT for client onboarding through proper documentation checks and high engagement with Implementation and New Accounts team

High billing per client by early engagement, limit utilization and billings ramp up (increase share of wallet, drive card usage for multiple expenses, SI, insurance cross-sell)

Low attrition of resources by attracting and retaining top talent; maintaining the optimal level of resource count in the team to drive productivity

Create innovative sales incentive and contest constructs to motivate and increase productivity of the team

Guiding the team leaders and location managers to ensure execution and implementation of the agreed business plan

Collaborate with the internal Amex teams eg. Implementation, New Accounts, Loan officers, Credit and Risk to leverage their support to meet the business targets

Ensuring regular reviews of pipelines, leads, campaigns with the team leaders

Provide timely, clear and actionable performance feedback to the team, process manager and feed the information to the channel lead to improvise the channel strategies

Maintained a highly engaged relationship with partner(s) across various levels to motivate and improve the performance and productivity of the team

Establish a strong governance process and structure with effective controls and compliance

Lead and manage the contract(s) (Scope, Process, KPI, Commercials) and relationship with vendor(s) with respect to AXP Compliance, legal, Audit, finance and other regulatory requirements

 

Desired Candidate Profile

Please refer to the job description above

Key Skills

Key Skills

. Corporate Sales, Business Development, Channel Sales, Lead Generation, Prospecting, Sales Management, Pipeline Management, New Business, Sales Process, Payment Solutions, Channel Head, Sales, Sales Head etc

Qualification

. MBA

Additional Qualification

. Corporate Sales, Business Development, Channel Sales, Lead Generation, Prospecting, Sales Management, Pipeline Management, New Business, Sales Process, Payment Solutions, Channel Head, Sales, Sales Head etc

Industry

. Banking/Financial/Insurance Services

Functional Area

. Sales/Business Development

Job Role

. Head/VP/GM-Sales

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