Head - Sales Effectiveness

You Lead the Way. We’ve Got Your Back.

With the right backing, people and businesses have the power to progress in incredible ways. When you join Team Amex, you become part of a global and diverse community of colleagues with an unwavering commitment to back our customers, communities and each other. Here, you’ll learn and grow as we help you create a career journey that’s unique and meaningful to you with benefits, programs, and flexibility that support you personally and professionally.

At American Express, you’ll be recognized for your contributions, leadership, and impact—every colleague has the opportunity to share in the company’s success. Together, we’ll win as a team, striving to uphold our company values and powerful backing promise to provide the world’s best customer experience every day. And we’ll do it with the utmost integrity, and in an environment where everyone is seen, heard and feels like they belong.

Join Team Amex and let's lead the way together.

Job Purpose

• To lead the sales effectiveness function for ICS (Intl Card Services) Commercial business, Amex India. 
• This is a national role responsible for driving billings growth and increased profitability by working closely with the sales and account development teams. The incumbent will be responsible for overall pipeline management, offline prospecting, data-backed prospecting. lead management, cycle movement campaigns, and ownership of sales policies, practices, and procedures. 
• The role will also include business planner functions involving sales target setting, forecasting, and budgeting. 
• Management of scorecards and performance metrics will also be a key aspect. 
• The incumbent is expected to have a strong external market understanding and leverage databases, publications, and available market research, to provide business insights to senior leaders and drive sales effectiveness

Key Accountabilities

Sales Activity and Pipeline Management

Scientific tracking of sales activity, monitor accuracy and timeliness of DSR report generation and review, lead generation and allocation ensuring fair distribution keeping the cost of acquisition low, ensuring pipeline is updated and accurate (for close dates, BBA). Ensure cycle movement and churning of opportunities to minimize ageing, reduce time to bill and drive WTT% in the overall portfolio. Working with implementation team to ensure low DUD rates and minimal backflow in application processing.

Data-backed prospecting

Work with vendors to procure data to aid prospecting basis relevant industries, location, ratings, etc., procure leads from relevant databases through subscriptions or one time purchase, work closely with the acquisition marketing team to ensure lead flow to the sales team and management of the same. Leverage internal risk capabilities to vet existing leads for qualification and ensure higher conversion to wins

Sales Policy, Practices and Procedures

Ownership of the sale policy, practices and procedure document, ensuring trainings for the sales teams with the updated document. Governance of rules of engagement to help team members function effectively across sales, AD teams

Portfolio tracking, Business planning, forecasting, target setting

Manage portfolio allocations and track BCV performance, monitor movement of accounts between teams, work with PPI team and Finance teams for business planning and forecasting of sales, budget numbers for Commercial business (including annual planning and subsequent in year rolling plan exercises). Individual target setting for sales team members

Dashboarding, MIS, Performance Tracking, Scorecards, YE evaluation

Dashboards for monitoring business performance, sharing relevant MIS for BURs and senior leadership meets, Performance tracking using growth and leadership scorecards, year-end evaluation using plan vs. achieved

Qualifications and Competencies

Qualifications:

• Graduate (MBA preferred), 7+ years of experience in sales / sales management
• Experience in lead generation and vendor management – related to lead gen, prospect databases
• Strong understanding of financial statements, ratios, cash flows, account receivables & payables, cash conversion cycle
• Work experience in the commercial cards space will be preferred, along with associated knowledge of industry practices, existing expense management solutions in the market, understanding of the travel industry across airlines, hotels, lodging, restaurant spends and associated data flows
• Good understanding of banking compliance, risk and regulatory requirements and 
• emerging regulatory environment that will impact the BFSI sector
• Good Presentation & Analytical Skills

Competencies

• Strategic thinking & effectiveness – ability to translate business objectives into actionable targets and drive sales/AD efforts for achieving the same 
• Results oriented and good project management skills with previous people leadership experience preferable
• Proven track record of leading strategic initiatives and/or consulting engagements with ability to influence, drive change and gain buy in from leaders and cross-functionalteams
• Understanding of financial services, particularly India Corporate and SME sector wouldbe an asset
• Analytical and data driven, have a passion for creativity and innovation
• Superior oral and written communication skills and Thought leadership

This is not a hybrid role and the colleague is expected to be in office on working days if notout for meetings/events