Manager - Corporate Sales - Hospitality (5-10 yrs)

4 weeks ago

Bengaluru, Karnataka, India iimjobs Full time

Role Purpose:

  • This is a Sales position in the Corporate Card Sales team and is responsible for acquiring new customers, retention of existing relationships, driving business, achieving monthly sales targets and cards issuance focusing on T&E segment
  • Prospecting of new mid to largesized 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 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 Corporate 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 costbenefit analysis to be shared with prospect
  • Presenting SBI Corporate Card solutions to relevant stakeholders; convey 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:

  • New Customer acquisition
  • Growth in Spends, Forex and Profits
  • Retention of existing customers
  • Achievement of defined targets
  • Positive Customer feedback

Technical Skills / Experience / Certification (If any):

  • Understanding of the Corporate Cards business/industry
  • Ability to establish/maintain credibility with customers and partners
  • Consultative Selling skills
  • Good understanding of the P&L and profitability dynamics
  • Corporate Sales Experience with the ability to engage at CXO level
  • Ability to influence key stakeholders from various internal functions

Competencies critical for role with High Proficiency:

  • Must have a drive for high performance; should be self-motivated to achieve targets
  • Should be able to collaborate effectively with multiple internal and external stakeholders
  • Should be able to adapt to ever changing business and regulatory landscape. Should be able to adjust strategy

Key External Stakeholder(s):

  • Corporate Clients
  • SBI Branches
  • Travel Management Companies
  • Other external entities assisting in lead generation

Key Internal Stakeholder(s):

  • CCM, Operations Team
  • Credit, Legal and Compliance teams

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