Sales Excellence - General Manager

Sales Excellence - General Manager

Paytm is India's 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. Paytm's mission is to serve half a billion Indians and bring them into the mainstream economy with the help of technology.

About the Role

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 Paytm's 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 CAC for EDC deployments, identifying cost-saving opportunities in processes and incentives.

Quality of Acquisition (QoA): Define and enforce stringent quality metrics for new merchant onboarding, focusing on factors like minimum guaranteed TPV/GMV, transaction frequency, and long-term retention potential.

Target Achievement: Ensure high compliance and target achievement on new 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 and quality of acquisition goals.

Forecasting & Budgeting: Own the sales forecasting process for EDC volumes and revenue, ensuring high accuracy.

Key Performance Indicators (KPIs)

Sales Target Achievement

Merchant Customer Acquisition Cost (CAC)

Quality of Acquisition (QoA) Score/Compliance

FSE Attrition Rate & Tenure Productivity

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 a Sales Excellence, Sales Strategy, or Business Excellence role within a large-scale FinTech, Payments, Banking (Acquiring Business), or Telecom company known for a strong field sales model.

Domain Expertise: Deep understanding of the Offline Payments ecosystem, especially EDC/POS devices, merchant acquiring, and related sales metrics.

Skills & Competencies

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.

Why Join Us

A collaborative, output-driven program that drives cohesiveness across businesses through technology.

Opportunity to improve average revenue per user by increasing cross-sell opportunities.

Constructive 360° feedback from peer teams for supporting their goals.

A culture of respect that is earned, not demanded—from peers and managers alike.

Compensation: If you are the right fit, we believe in creating wealth for you.

With an enviable base of 500+ million registered users, 21+ million merchants, and a deep data ecosystem, Paytm is uniquely positioned to democratize credit for deserving consumers and merchants—and we are fully committed to this vision. India's largest digital lending story is unfolding here. It's your opportunity to be part of it!