PhonePe is India’s leading digital payments company with 50 crore (500 Million) registered users and 3.7 crore (37 Million) merchants covering over 99% of the postal codes across India. On the back of its leadership in digital payments, PhonePe has expanded into financial services (Insurance, Mutual Funds, Stock Broking, and Lending) as well as adjacent tech-enabled businesses such as Pincode for hyperlocal shopping and Indus App Store which is India's first localized App Store. The PhonePe Group is a portfolio of businesses aligned with the company's vision to offer every Indian an equal opportunity to accelerate their progress by unlocking the flow of money and access to services.
Culture
At PhonePe, we take extra care to make sure you give your best at work, Everyday! And creating the right environment for you is just one of the things we do. We empower people and trust them to do the right thing. Here, you own your work from start to finish, right from day one. Being enthusiastic about tech is a big part of being at PhonePe. If you like building technology that impacts millions, ideating with some of the best minds in the country and executing on your dreams with purpose and speed, join us!
About Us: PhonePe is the leader in the UPI based payments in India with a market share of more than 40%. Our goal is to make payments so easy, safe and universally accepted that people never feel the need to carry cash or cards again. We believe India is at the cusp of a new mobile revolution, which will change the way we manage our money on the go. We see ourselves facilitating this change, through technology and dogged customer centricity. PhonePe went live in 2016 and crossed 5 bn transactions on its platform in 2019. In 2020, PhonePe forayed into diverse areas with the launch of insurance and super funds. Today we have a customer base of 260+ mm users and 16 mm merchants live on our platform.
Job Objective:Offline Merchants Business focuses on driving acceptance of PhonePe’s offline payment solutions across the country. Enterprise Cluster Head is responsible for building a strong Franchisee & OMC merchant base and ensuring a strong relationship with them. The role will require keen observation of merchant and customer behavior, along with available performance data to modify and evolve regional plans and suggest product / process innovations for better service of customer needs. The incumbent will therefore be responsible for setting up a team to drive acquisition and quality targets in an efficient manner.
Reporting Matrix: The role will report to the Head - Enterprise Ops & Sales and will have 6-8 Enterprise Cluster Managers as direct reports and 45-60 business development executives as indirect reports.
Responsibilities:
Business Growth:
Grow distribution and market share in the assigned area of operations
Identify, interact, and develop DSAs to align and drive business in the market
Identify data points available and analyze data to identify improvement areas. This should be corroborated by inputs from team and market visits. Projects should also be initiated locally to test such hypotheses and suggest solutions to improve efficiency
Draw up local plans post study of market size of assigned geography, and thereby enable best suited distribution models with right span and spread
Analyze local competition to study changes in their local or broader strategy and drive counter strategies
Benchmark and compare performance with territory to broad base good practices
Should be able to device the best methods for communication of plans/targets to the team so that there is minimum expectation vs delivery gap
Ability to understand formats/data so as to right information, viz, in cases when we want them to do surveys and develop insights
Stakeholder Management:
Handle merchant escalations in market & partner with various internal stakeholders to resolve them
Handle escalations on processes & timelines including accurate payout calculation & disbursement
Partner with cross functional teams like Marketing, Sales Capability, Supply Chain and HR to ensure process gaps are plugged and team is enabled with appropriate levels of market collaterals, headcount, onboarding experience, sales capability building inputs
Implement processes and metrics for tracking progress and setup review mechanisms with all the stakeholders
People Management:
Drive hiring to ensure 100% manning in the team
Onboard the new team members and help them assimilate PhonePe ways of working
Participate in performance appraisal process sharing insights about the team and sharing relevant feedback with team members for their growth & development
Coach ECMs regularly to allow them to better manage the input and output deliverables of BDEs
Understand the reasons of exit and take corrective action to reduce attrition
Drive team level R&R and engagement practices
Quality Management:
Monitor quality parameters like MAM, KYC, PFB usage to identify gaps, & initiate corrective action.
Monitor performance on compliance parameters to ensure zero deviation
Requirements:
MBA from Tier 1 campus with good academic record
6-8 years of relevant experience in sales and distribution/business development
Excellent interpersonal skills to manage situations on the ground
Should have managed larger teams on the ground
Exposure to the startup environment is an added advantage
Problem solving abilities with a strong bias for impact
Strong ethics and discretion while dealing with customers
Drive for result, able to demonstrate/quantify success relative established targets and metrics
PhonePe Full Time Employee Benefits (Not applicable for Intern or Contract Roles)
Insurance Benefits - Medical Insurance, Critical Illness Insurance, Accidental Insurance, Life Insurance
Wellness Program - Employee Assistance Program, Onsite Medical Center, Emergency Support System
Parental Support - Maternity Benefit, Paternity Benefit Program, Adoption Assistance Program, Day-care Support Program
Mobility Benefits - Relocation benefits, Transfer Support Policy, Travel Policy
Other Benefits - Higher Education Assistance, Car Lease, Salary Advance Policy
Working at PhonePe is a rewarding experience! Great people, a work environment that thrives on creativity, the opportunity to take on roles beyond a defined job description are just some of the reasons you should work with us. Read more about PhonePe on our blog.