Sales Lead, Financial Services Sector at Interswitch

Summary

• To articulate and facilitate the implementation of an effective sales strategy to meet defined revenue targets in line with the division/group’s objective to drive business growth for all Interswitch solutions.
• To coordinate account management function of team members and manage relationship with identified key accounts.

Responsibilities

• Strategy Development & Planning ,Understands the vision and strategy for the Sales Networks
• Works with the Group Head to ensure execution of sales strategies to improve market share for products
• Communicates the sales strategy, direction and objectives to the team members
• Draws up weekly sales plan for the Team: Draws up an activity list of prospective clients and reviews with Group Head for possible inputs and approval
• Team Coordination and Leadership
• Engages the Group Head for discussions, presentation and negotiation on team performance
• Manages and presents all related products within the team
• Supervises activities across various businesses within the team Sales Activities
• Coordinates sales activities (presentation, prospecting) using the Miller Heiman sales methodology
• Prospects for new opportunities and identifies new profitable customers for Interswitch products/solutions in the assigned sector
• Solicits for customers
• Cross-sells and up-sells group’s products & solutions to existing clients/customers
• Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line in assigned sectors
• Attends exhibitions to generate sales leads/opportunities that can be converted to sales post event
• Carries out external presentations to potential customers; performs customer demonstrations
• Follows up on leads and opportunities
• Develops proposals for customers
• Negotiates contract & payment terms with clients, reviews and prepare tenets of agreements MOU/NDA and works with Legal team to finalize and execute the contracts with client
• Ensures that relevant documents and agreements with clients/sales opportunities are executed and linked to customer profile on CRM
• Actively uses the CRM tool to manage sales process and maintain accurate & up to date information on all clients ( customer database)
• Prepares and attends Performance Evaluation sessions with Team Lead, Group Head and Divisional CEO, Sales Networks Business Development
• Generates demand by pro-actively reaching potential customers to make them aware of the company’s products and solutions
• Customer Relationship and Account Management
• Develops, manages and sustains accounts relationships for future business success
• Develops and maintains strong relationship with key customers of products in assigned sectors
• Liaises with relevant internal teams to ensure customer issues and complaints with clients in assigned portfolio are properly resolved ( escalates where necessary)
• Carries out account management activities using the key account management framework Market Polling
• Carries out research with existing clients to gather market intelligence in relation to our products and services
• Provides client feedback about the various products to the relevant groups
• Provides market feedback to Group Head that will aid the sufficient visibility of payment products in assigned portfolio
• Receivables Management; Drives the process of receivables collection by working with Finance team to receive balance payments for all projects completed with sign off in assigned sector/portfolio within stipulated time
• Competition/Market Feedback Analysis; Monitors trends in client buying behaviour and provides relevant market feedback about competing products & solutions to Group Head/relevant internal teams
• Understands industry trends and sells value proposition based on case studies
• Provides input about competitor product (features/pricing/strategy) that can aid Interswitch offering/sales efforts
• Event Management & Product Visibility; Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line on assigned portfolio
• Works with Group Marketing to ensure market visibility of products of assigned portfolio Risk Management & Compliance
• Promptly flags off any risk or compliance issues likely to affect sales opportunities (existing/potential)
• Ensures proper agreements & MOU are duly executed with clients and securely filed.
• Works with Group Head to close any risks/compliance issues identified during the risk assessment and audit exercise
• Regulatory Activities
• Liaises with regulatory bodies to facilitate approvals for Interswitch requests and protect the interest of Interswitch during formulation of regulatory policies
• Provides feedback to the Group Head promptly about policies and topical issues regulatory bodies are considering from time to time
• Performance Review and Monitoring
• Carries out daily review of open opportunities for the team to ensure they are closed in the month of consideration
• Reviews set targets against actual with the Group Head with respect to sales turnover and revenue generated using CRM
• Reviews possible revenue lines and income for the coming quarter
• Monitors sales performance & deviations from budget
• Conducts daily review of open opportunities for the team to ensure they are closed in the month of consideration
• Reporting; Prepares and submit weekly, monthly reports on the sales activities to the Group Head
• Prepares reports on all team activities, budget allocation and execution to the Group Head
• Prepares reports on growth and opportunities in sector
• Prepares periodic report on revenue analysis

Requirements

• Strategic Thinking
• Sales Forecast
• Market Research and Understanding
• Information Gathering
• Sales Cycle Management
• Business Development
• Sales operations
• Knowledge of payment and e-commerce products and services
• Strategic & Conceptual selling
• Project Management
• Financial and Business acumen
• Knowledge of Microsoft Office tools
• Report/Business writing