Business Development Manager, Seller Affiliates

Role And Responsibilities

Business Development: Reactivation lead is responsible for scaling Reactivation (12% NGMS contribution to Seller Affiliates ) as a business opportunity through an exclusive partner infra.

Program cum Account Management: Yproviding business support to sellers at scale (40k) viz EasyShip pick up misses, FC upsell, reshipments and reinstatements through a team of associates.

People Management: Manage frontline associates to deliver on the outlined tasks, be responsible for their career progression and growth and handle routine administrative tasks.

The key business/ financial deliverables of this role are:

a) Workflow Design: enhance design of the operations for Reactivation of leads provided by Lead Central (COE) team through an exclusive partner infra as well as LTPLE scope (Key Metrics: Attributed Sellers, FC Upsell, FC Reshipments, EasyShip-ES Orders Scheduled, appeals of enforced sellers) to maximize the business impact. b) Lead Execution Mechanisms: ensure optimal Reactivation leads conversion and drive width of seller engagement across critical actions (Key Metrics: Leads Conv%, FC offers, FC GV%, ES FOPS, Reinstatements) to deliver value (Key Metrics: Reactivation NGMS, Recovered NGMS, Safe-T claims). c) Enablers: i) Liaison with frontline associates (Amazon Partner Managers), RMs to set up streamlined communication across a large partner base, ii) Ensure business compliance guardrails and legal compliance are adhered to, iii) Drive capability development of LTPLE associates to execute wider seller success inputs at scale. d) Lead Central/ Other Programs Liaison: Leverage mechanisms with Lead Central to refine the leads quality, improve leads conversion and partner productivity and program teams viz ES, FBA, SPA/ CTPS to execute short term tactics as well as align long term strategic initiatives. S/he will work on multiple SME areas- Category collaboration with CEPC/ Renewed, Reducing Business Waste.

Complexity of the role is due to: a) Enabling high judgement decisions: setting up Reactivation workflow in 3P environment is challenging and entails strategic choice making viz deciding on the right partner- quantity vs quality, lower quantum of intent generated leads vs high quantum of all leads, resource optimization while aiming for higher width of seller touch points. b) Empowering high performances: team has diverse and heterogeneous responsibilities. Thus, it creates a challenge for peer learning and collective progress as the team members tend to operate as lone wolfs in their charter., c) Leading by influence: Manage CXO-level leaders to deploy resources efficiently, maintain awareness of ROI expectations, and handle objections/clarifications. Internally, the role will influence leaders across SA regions, other teams to drive priorities and partnerships viz COE, ES, FBA.

The complexity in this role is further enhanced vs the current role on account of a) Increased Scale: Reactivation will scale up 2x in 2025 vs LY, thus increasing the width of sellers to be engaged with. b) Unlocking larger opportunities to serve the sellers/ partners: As current LTPLE scope matures, s/he will have to find more opportunities to serve sellers and unlock needle moving opportunities. c) Enhancing efficiencies: S/he will have to enhance reactivation leads conversion, LTPLE mechanisms to drive enhanced seller success while reducing the costs.

Basic Qualifications

• 3+ years of sales experience
• 4+ years of B2B sales experience
• Experience analyzing data and best practices to assess performance drivers
• Experience closing sales and generating revenue

Preferred Qualifications

• Experience with sales CRM tools such as Salesforce or similar software
• Experience influencing C-level executives