The Role -

Territory Sales Manager (TSM) / Senior Territory Sales Manager (Sr. TSM)

Department

Offline Business – Merchant Acquiring & Payment Solutions

Role Summary

The Territory Sales Manager (TSM) / Senior Territory Sales Manager (Sr. TSM) will be responsible for driving merchant acquisition and revenue growth across the assigned territory. The role involves managing relationships with Retail merchants, Enterprise customers, Aggregators, and Banking partners while ensuring seamless onboarding, deployment, and portfolio management of Razorpay's Offline Payment Solutions.

The incumbent will focus on new business acquisition (Hunting) and relationship management & portfolio growth (Farming), while collaborating closely with internal cross-functional teams to deliver an exceptional merchant experience.

Key Responsibilities

Business Development

Drive sales of Razorpay Offline Payment Solutions across the assigned territory.
Achieve monthly, quarterly, and annual sales and deployment targets.
Identify and acquire new merchants across Retail, SME, Mid-Market, and Enterprise segments.
Build a strong pipeline through field sales, referrals, banking channels, and partner networks.
Generate consistent business opportunities through market mapping and prospecting.

Merchant Acquisition & Onboarding

Acquire new merchants for Razorpay POS, Soundbox (SB), and Payment Gateway (PG), wherever applicable.
Manage the complete sales cycle from lead generation to onboarding and activation.
Ensure timely documentation, KYC completion, installation, and merchant activation.
Coordinate internally to ensure smooth merchant onboarding and faster turnaround times.

Relationship & Portfolio Management

Manage the assigned merchant portfolio and ensure high merchant engagement.
Build strong long-term relationships with existing merchants.
Drive cross-sell and upsell opportunities across Razorpay's payment solutions.
Improve merchant retention and transaction growth within the portfolio.
Conduct periodic merchant visits and business reviews.

Banking Relationship Management

Develop and maintain strong working relationships with partner bank branches and sales teams.
Generate quality merchant referrals through banking partnerships.
Conduct joint customer meetings and business development initiatives with bank stakeholders.
Ensure effective engagement with banking partners to maximize business opportunities.

Aggregator & Enterprise Business

Build relationships with aggregators, franchise networks, and enterprise customers.
Identify opportunities to onboard key enterprise accounts within the territory.
Coordinate with internal enterprise and solution teams to ensure successful implementation.

Cross-Functional Coordination

Work closely with Operations, Product, Risk, Finance, Customer Success, and Installation teams.
Ensure timely merchant onboarding, deployment, and issue resolution.
Escalate and resolve merchant concerns to maintain a superior customer experience.
Provide market feedback to internal teams for continuous product improvement.

Market Development

Track competitor activities, pricing, and market trends.
Identify new business opportunities and emerging market segments.
Execute local sales campaigns and merchant engagement activities.
Increase Razorpay's visibility and market share within the assigned territory.

Desired Candidate Profile

8–10 years of experience in Merchant Acquiring, FinTech, Banking, Payment Solutions, POS Sales, or Financial Services.
Proven experience in field sales and merchant acquisition.
Strong exposure to Retail, SME, Enterprise, Aggregator, and Banking channels.
Good understanding of POS acquiring, Soundbox, QR, and Payment Gateway solutions.
Excellent relationship management, negotiation, and communication skills.
Strong ownership mindset with the ability to work independently in a target-driven environment.
Willingness to travel extensively within the assigned territory.

Preferred Industry Experience

Merchant Acquiring
FinTech
Banking
Digital Payments
POS Sales
Payment Gateway
Retail Sales
Enterprise Sales

Key Performance Indicators (KPIs)

Merchant Acquisitions
POS Deployments
Soundbox Deployments
Banking-Sourced Business
Enterprise & Aggregator Acquisitions
Active Merchant Base
Portfolio Growth
Merchant Retention
Cross-sell & Upsell Revenue
Sales Target Achievement
Customer Satisfaction & Service Levels

Senior Territory Manager, Bank Retail & Direct Enterprise Sales