Sales Operations

About Paytm:

Paytm, a pioneer of digital payments in India enables 450 Mn+ consumers & 44 Mn+ merchants to make and accept digital payments, in addition to offering access to Financial & Commerce services. This size and scale is built on multiple proprietary, scalable & full stack technologies and products that Paytm has developed, which help bring continuous innovations to India's digital economy. Paytm business model has now proven to be successful in acquiring customers and merchants on payments use case, and further cross-selling them financial services. Paytm plans to build on our India success story to expand across international markets. Paytm plans to leverage its proprietary merchant acquiring stack and payment acceptance devices to target the opportunities overseas.

Note: The role is based out of the Paytm Noida HQ, but the work will focus on the UAE and later in other middle east countries as well.

About the Team:

The UAE Business Operations team is responsible for planning, initiating, executing and optimizing business and sales operations for the merchant payment acquiring business in the UAE market. Key activities to undertake include business planning, process excellence, budget and cost optimization, program management, stakeholder management, undertaking product and merchant initiatives, managing payment device supply chain, market research and managing partner relationships.

About the Role:

Paytm is looking for an experienced Senior Manager to run the sales operations for our merchant payment acquiring business (both online and offline acquiring) in the UAE.

Expectations / Requirements:

Business Planning: Develop strategic and financial business models for merchant payment acquiring, undertake business expansion planning and execution in line with P&L expectations and AOP, managing customer acquisition cost (CAC) for various merchant services, analyzing business performance, developing growth strategies, creating operational procedures and incentive structures, and forecasting demand, supply, manpower and costs at a monthly, quarterly and annual level to drive growth.

GTM Execution: Liaising with UAE sales teams to identify and address micro-level issues and solve them structurally by sharing insights and identifying product enhancements, tracking business metrics, leading organization of contests, incentive programs, retention programs, providing central support to UAE sales teams in terms of device logistics and inventory management, collaborating with other teams, analyzing and enhancing GTM programs, conducting regional reviews, and monitoring UAE market trends.

Device logistics (forward and reverse): Conduct demand planning, financial analysis, develop cost optimization strategies, undertake inventory management, drive last-mile distribution, and stock management for DIY orders. Plan for stock pickup for refurbishment and timely dispatch to the central warehouse, identify and explore new partnership opportunities with Device OEMs, logistics providers, etc. 

Field Operations: Forecast, recruit, and deploy sales agents across the UAE market across team hierarchies, define clear charters that tie performance to payout structures, Continuously analyze cost vs. output metrics; implement initiatives to maintain or reduce spend without compromising coverage, conduct day-to-day discussions with Regional Managers, City Heads, and other leaders in the field, partner with Risk and Internal Audit to conduct regular reviews and spot audits and drive product and merchant engagement initiatives.

Market Research: Understand the market and industry landscape, undertake competitive assessment, pricing and commercial structures, roles of market participants, sales and distribution, logistics, warehousing, aftersales, operational, human resources, product and technological models via primary and secondary research.

Technical Skills: Highly proficient with MS Excel / Google Sheet, MS PowerPoint / Google Slides and conversant with MySQL / SQL.

Must Have / Ideal Candidate:

MBA or equivalent degree from a reputed institution.6+ years of experience in a similar role (including process excellence, sales operations), preferably in the merchant payment acquiring space, fintech's, financial services or banking.

Candidates who have worked in Management Consulting or Investment Banking firms in similar projects / engagements also preferred.

Strong business acumen, including P&L management, budgeting, forecasting, planning and project management.

Proven track record in managing large-scale sales teams.

Proven track record in developing and executing successful GTM programs.

Excellent analytical and problem-solving skills.

Strong leadership and team management abilities.

Excellent communication and presentation skills.

Superpower / Skills:

Quick learner and ability to ramp-up rapidly.

Passionate about working in a fast paced and dynamic environment.

Self-starters, who can take ownership and are comfortable navigating ambiguity.

Prior experience working in sales operations in merchant payment acquiring.

Good sales, negotiation, operations, team management and program management skills.

Ability to do in-depth and credible market research via secondary and primary research.

Prior experience in operational planning, execution and program management.

Ability to develop in-depth market understanding quickly and build out detailed business plans and financial models.

Education:

MBA in Operations / Finance / Strategy / Marketing Bachelor's in a business related field.