Senior Strategic Accounts Manager

Aditya Birla Group

Mumbai, India

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Job Description

Job Purpose

Set up the entire framework for distribution and cross sell of ABG products to internal employee base of ABC and ABG.
Actively get involved in Business Vertical management and implement initiatives pertaining to Sales Management Process, Sales productivity drive, Distribution scale up, Activation and Productivity, Goal sheet / Incentive drives. Role holder should have problem solving abilities, execution abilities with analytical mindset.

Job Context & Major Challenges

Organizational Context

ABC Digital has been incorporated as a wholly owned subsidiary of Aditya Birla Capital in 2023 to engage in distribution of Aditya Birla Capital products and providing services to customers, including web-based services, e-commerce, and payments facilities and allied activities.
ABC Digital is developing an omni-channel based D2C platform (website and app) to acquire new customers and serve them seamlessly. In addition, ABC Digital has started a virtual engagement management through inbound and outbound calling. Also, ABC Digital is engaged in cross-selling different ABC products to walk-in branch customers.
ABC Digital is collaborating with all ABCL subsidiaries to deliver a truly personalized and seamless omni-channel experience for both new and existing customers by building capacity and enhancing productivity through investments in talent, technology, marketing, and data and analytics.

Job Context:
Channel Strategy & Revenue Growth:
Responsible for building and implementing distribution strategies for ABG employees
Evalute profitability and develop future roadmap
Develop RnR, Incentives, Salary structures, Contests and keep the PnL profitable
Set up low touch process for customer onborading through faster processing

Major Challenges:
Aligning processes & field adoption with overall strategy
Manage change at large scale distributions
Engage with top Sales stakeholders and create buy-in for various strategy programs
Monitor and analyse industry trends with market changes

The right person for this job should be someone who can devise and lead various strategies which would help create awareness of various ABG product offerings within the large ABG and ABC internal employee base.

Key Result Areas

	KRA (Accountabilities) (Max 1325 Characters)	Supporting Actions (Max 1325 Characters)
KRA1	Create and implement channel strategy	Devise strategies and implementation models Lead channel inititiatives - Productivity, Goal sheets To stay up-to-date with industry trends, best practices, and new technologies that can help improve the channel strategy Analyse and enhance mechanisms to increase profitability and revenue growth
KRA2	Activate SMP and Productivity approach	Set up the SMP and lead field adoption strategies Creating buy-in with Top sales stakeholders Keeping a tab on the Productivity levers
KRA3	Manage Goal sheet/ KPI and Incentive programs for the Channel	Tracking and analyzing channel performance metrics Develop automated MIS to drive funnel growth and monitor funnel metrics Drive goal sheets and incentives for sales To constantly review and refine processes and drive improvements through system automation
KRA4	Data, Webinars, Monthly and Weekly reviews with Top Stakeholders	Data and Insights for reviews and brain storming sessions Lead webinars and regional / zonal calls for strategic initiative adoption
KRA5	Collaboration with stakeholders	Collaborate with different stakeholders across lines of business Manage relationships across internal departments for channel activation - sales, marketing, finance, credit, risk, analytics Liaison with marketing and central teams to develop and launch communication plans - marketing campaigns, collaterals, landing page etc. Collaborate with products to develop unique proposition and pre approved offers Coordinate with central teams, sales, credit, operations for faster funnel movement