Senior Manager - Corporate Sales

SBI Card

Mumbai, India

7-9 Years

This job is no longer accepting applications

Posted 25 months ago

Job Description

Prospecting of new mid to large-sized corporate customers by leveraging relationships with SBI branches, open market databases, social media, references from existing customers and cold calling to be able to achieve Goals towards Client acquisition, Client Engagement, Business Development Portfolio retention.

Contribute to the achievement of business objectives, by effectively managing, developing, and retaining quality relationships with our existing corporate customers

Mapping prospect organization to identify key stakeholders who will be involved in screening, evaluation, negotiation and decision making. Establishing contact and setting meetings to present SBI Commercial Card solutions.

Ensuring maintenance of detailed data about each prospect including opportunity size, latest status and contact details of relevant stakeholders.

Conducting thorough research on prospects to anticipate requirements, challenges etc.

Designing deals suited to customer needs that meets internal benchmarks; seeking appropriate approvals

from internal stakeholders.

Preparing presentations, proposals, and cost-benefit analysis to be shared with prospect

Presenting SBI Commercial Card solutions to relevant stakeholders; conveying benefits of products along with

customization capabilities.

Driving product penetration that creates exit barriers/ stickiness with large and potentially large clients

The position is responsible for achievement of spends target, new client s acquisition, cards issuance,

profitability, retention ensuring excellent VOC

Following up with customers for initial consent and documents; logging in proposal for credit decisions.

Be aware of business environment, competition customer needs, provide product servicing team with

the inputs to develop industry leading Product services

Ability to negotiate and prioritize customizations and process changes at all levels (internal/external) to

be able to meet large clients requirements

Interacting with senior officials of prospect organizations to drive decision making

Dedicated focus on Marquee customers that are key to scaling customer advocacy programs for our business and have high impact to top/bottom line

Dispensing with servicing issues in a timely fashion and driving outcomes that are satisfactory to the customer while remaining compliant with policies and guidelines, both internal and external.

Maintain excellent relationship with internal excellent stakeholders including liasioning with SBI RMs from time to time to ensure smooth operations. Deal with AGM DGM of SBI -RMs of CAG Group and Travel Management Companies. and other entities to maximize flow of leads and increase business.

Ensure timely renewal of corporates and documents in terms of Financials/SBI Ratings Agreements are completed within defined timelines

Competitive Awareness of market and competition offerings to protect the clients from competition threat (also by constantly challenging improvements in process and our offerings)

Keeping oneself informed about internal policies/processes (changes), RBI regulations and latest developments in payment industry and market insights.

Ensure compliance to internal and regulatory requirements on operations, credit standards

Work closely with internal stakeholders - Credit, CCM, Legal, Compliance, Finance, and IT to facilitate safe profitable business growth

Facilitating collection of all required information and documents for credit underwriting and onboarding. Acting as first point of contact for all cardholders of client organization. Demonstrating highest level of integrity.

Conducting Periodic Customer reviews to ensure high focus on customers to enable stickiness and achievement of goals, incremental spends and profitability

Role Accountability Acquire and onboard new corporate card customers. Measures of Success (Define the Outcomes expected of the role) Key Result Areas:
1) New Customer acquisition
2) Growth in Spends, Forex and Profits
3) Retention of existing customers
4) Achievement of defined targets
5) Positive Customer feedback

Technical Skills / Experience / Certification (If any)

Understanding of the Commercial cards business/industry

Ability to establish/maintain credibility with customers and partners Consultative Selling skills

Good understanding of the PL and profitability dynamics Corporate Sales Experience with the ability to engage at CXO level Ability to influence key stakeholders from various internal functions

Must have Qualification

MBA

Overall experience in role

7 - 9 years Sales experience (with min 2 years in corporate sales)

Relevant Experience with respect to the role

Commercial Cards /Payments Industry