Senior Manager - Corporate Sales

About the company

SBI Card is a leading pure-play credit card issuer in India, offering a wide range of credit cards to cater to diverse customer needs. We are constantly innovating to meet the evolving financial needs of our customers, empowering them with digital currency for seamless payment experience and indulge in rewarding benefits. At SBI Card, the motto 'Make Life Simple' inspires every initiative, ensuring that customer convenience is at the forefront of all that we do. We are committed to building an environment where people can thrive and create a better future for everyone.

SBI Card is proud to be an equal opportunity & inclusive employer and welcome employees without any discrimination on the grounds of race, color, gender, religion, creed, disability, sexual orientation, gender identity, marital status, caste etc. SBI Card is committed to fostering an inclusive and diverse workplace where all employees are treated equally with dignity and respect which makes it a promising place to work.

Join us to shape the future of digital payment in India and unlock your full potential.

What’s in it for YOU

1. SBI Card truly lives by the work-life balance philosophy. We offer a robust wellness and wellbeing program to support mental and physical health of our employees
2. Admirable work deserves to be rewarded. We have a well curated bouquet of rewards and recognition program for the employees
3. Dynamic, Inclusive and Diverse team culture 
4. Gender Neutral Policy
5. Inclusive Health Benefits for all - Medical Insurance, Personal Accidental, Group Term Life Insurance and Annual Health Checkup, Dental and OPD benefits
6. Commitment to the overall development of an employee through comprehensive learning & development framework

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.

Role Accountability 

1. 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 
2. Development & Portfolio retention.
3. Contribute to the achievement of business objectives, by effectively managing, developing, and retaining quality relationships with our corporate customers
4. Mapping prospect organization to identify key stakeholders who will be involved in screening, evaluation, negotiation and decision making.
5. Establishing contact and setting meetings to present SBI Commercial Card solutions.
6. Ensuring maintenance of detailed data about each prospect including opportunity size, latest status and contact details of relevant stakeholders.
7. Conducting thorough research on prospects to anticipate requirements, challenges etc.
8. Designing deals suited to customer needs that meets internal benchmarks; seeking appropriate approvals from internal stakeholders.
9. Preparing presentations, proposals and cost-benefit analysis to be shared with prospect
10. Presenting SBI Commercial Card solutions to relevant stakeholders; convey benefits of products along with customization capabilities.
11. Driving product penetration that creates exit barriers/ stickiness with large and potentially large clients
12. The position is responsible for achievement of spends target, new clients acquisition, cards issuance, profitability, retention & ensuring excellent VOC
13. Following up with customers for initial consent and documents; logging in proposal for credit decisions.
14. Be aware of business environment, competition & customer needs ,provide product & servicing team with the inputs to develop industry leading Product & services
15. Ability to negotiate and prioritize customizations and process changes at all levels (internal/external) to be able to meet large clients' requirements
16. Interacting with senior officials of prospect organizations to drive decision making
17. Dedicated focus on Marquee customers that are key to scaling customer advocacy programs for our business and have high impact to top/bottom line
18. 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.
19. 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.
20. Ensure timely renewal of corporates and documents in terms of Financials/SBI Ratings & Agreements are completed within defined timelines
21. Competitive Awareness of market and competition offerings to protect the clients from competition threat (also by constantly challenging improvements in process and our offerings)
22. Keeping oneself informed about internal policies/processes (changes), RBI regulations and latest developments in payment industry and market insights. 
23. Ensure compliance to internal and regulatory requirements on operations, credit standards 
24. Work closely with internal stakeholders - Credit, CCM, Legal, Compliance, Finance and IT to facilitate safe & profitable business growth
25. Facilitating collection of all required information and documents for credit underwriting and onboarding.
26. Acting as ‘first point of contact’ for all cardholders of client organization.
27. Demonstrating highest level of integrity.
28. Conducting Periodic Customer reviews to ensure high focus on customers to enable stickiness and achievement of goals, incremental spends and profitability
29. Acquire and onboard new corporate card customers.

Measures of Success 

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 / Certifications

1. Understanding of the Commercial cards business/industry
2. Ability to establish/maintain credibility with customers and partners
3. Consultative Selling skills
4. Good understanding of the P&L and profitability dynamics
5. Corporate Sales Experience with the ability to engage at CXO level 
6. Ability to influence key stakeholders from various internal functions

Competencies critical to the role

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

Qualification 

Graduate / Post Graduate

Preferred Industry

FSI / Any