State Manager (S&D)- Doroki_Enhanced at Pagatech Limited

ABOUT THE ROLE

• The State Manager (Doroki-enhanced) is accountable for delivering state-level commercial targets by building, coaching and managing a high-performing field sales & operations team. The role is field-facing, commercially driven and requires cross-functional collaboration to remove technical and commercial blockers that limit merchant growth.

PRIMARY RESPONSIBILITIES

• Deliver state commercial targets (Gross Profit Less Rebate (GPLR), active merchants, transaction count, value, product mix) and translate regional targets into TSE/territory plans.
• Drive recruitment, onboarding and activation of Doroki classic merchants; ensure KYC and onboarding quality.
• Lead, mentor and manage the performance of the field team (typically 5–7 TSEs /operational staff): coaching, beatroute compliance, spot checks, QA, immediate correction and escalation.
• Own relationships with Mega-Star, Super-Star, Star and Retailer merchants; resolve escalations and ensure continuity of service.
• Identify and pursue strategic local partnerships (DISCOs, PayTVs, Solar suppliers, ISPs, Betting platforms) to expand payment lanes and merchant opportunities.
• Collaborate with Product, Engineering, Support, Finance, Risk & Compliance to resolve platform issues (e.g., failed meter numbers), pricing edits, and reporting gaps — drive support cases to resolution.
• Manage local distribution of POS/devices and agent enablement (merchandising, incentive mechanics) to boost productivity.
• Use data (segmentation, heatmaps, channel analytics) to prioritise territories and to design targeted merchant interventions.
• Prepare and present timely state performance reports and insights to the national Doroki leadership.
• Ensure state-level compliance with company policies and regulatory requirements; own quarterly EPA for the field team.

KEY COMPETENCIES

• Strong leadership, coaching & people-management skills.
• Commercial mindset with a track record of meeting/exceeding targets.
• Analytical & data-driven decision-making (territory segmentation, forecasting).
• Cross-functional influence and partnership-building.
• Excellent communication (verbal, written, presentation).
• Problem-solving & conflict resolution in field settings.
• Familiarity with CRM/sales-tracking tools and advanced Excel.

KNOWLEDGE AND SKILL REQUIREMENTS

• Bachelor’s degree required; a postgraduate degree or MBA is considered an advantage.
• Minimum 6 years’ experience in sales & distribution (FMCG/Telecoms/Financial Services preferred) with 2 years in a supervisory role.
• Proven experience in acquiring, onboarding, and activating merchants. (Doroki or similar merchant-led models are desirable).
• Good understanding of local merchant economics, commission structures and competitive landscape (DISCOs, PayTV, Solar, Betting, ISPs).