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Location : Ahmedabad, Gujarat
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Job Description : About PhonePe

PhonePe is India’s leading digital payments platform with over 280 million registered users. Using PhonePe, users can send and receive money, recharge mobile, DTH, data cards, pay at stores, make utility payments, buy gold, and make investments. PhonePe went live for customers in August 2016 and was the first non-banking UPI app and offered money transfer to individuals and merchants, recharges and bill payments to begin with. In 2017, PhonePe forayed into financial services with the launch of digital gold, providing users with a safe and convenient option to buy 24-karat gold securely on its platform. PhonePe has since launched Mutual Funds and Insurance products like tax-saving funds, liquid funds, international travel insurance, Corona Care, a dedicated insurance product for the COVID-19 pandemic among others.

PhonePe launched its Switch platform in 2018, and today its customers can place orders on over 300 apps including Ola, Myntra, IRCTC, Goibibo, RedBus, Oyo etc. directly from within the PhonePe mobile app. PhonePe is accepted at over 18 million merchant outlets across 500 cities nationally.


At PhonePe, we take extra care to make sure you give your best at work, Everyday! And creating the right environment for you is just one of the things we do. We empower people and trust them to do the right thing. Here, you own your work from start to finish, right from day one. Being enthusiastic about tech is a big part of being at PhonePe. If you like building technology that impacts millions, ideating with some of the best minds in the country and executing on your dreams with purpose and speed, join us!

About Us: Phonepe is the leader in the UPI based payments in India with a market share of more than 40%. Our goal is to make payments so easy, safe and universally accepted that people never feel the need to carry cash or cards again. We believe India is at the cusp of a new mobile revolution, which will change the way we manage our money on the go. We see ourselves facilitating this change, through technology and dogged customer centricity. PhonePe went live in 2016 and crossed 5 bn transactions on its platform in 2019. In 2020, PhonePe forayed into diverse areas with the launch of insurance and super funds. Today we have a customer base of 260+ mm users and 16 mm merchants live on our platform.

Job Objective: Mass offline team focuses on driving PhonePe acceptance at offline merchants across urban and rural markets across the country. ASM is responsible for building and maintaining a strong relationship with the Merchants, DSAs and sales executives. The role also requires developing a keen and sharp understanding of local merchant/customer’s needs and hence, driving PhonePe transactions based on both brand positioning and local requirements. The incumbent will be responsible to set up and drive the team to achieve the acquisition & quality targets.

Reporting Matrix: The role will report to the State Head and will have 8-10 Territory Sales Managers as direct reports and 70-80 business development executives as indirect reports.


Business Growth:

Grow distribution and market share in the assigned area of operations
Identify, interact and develop DSAs to align and drive business in the market
Synthesize inputs on local competition from TSM and verify for authenticity across geography. If a local initiative is identified then formulate and launch counter-strategy
Analyze data and identify improvement areas, corroborate through market visits to identify sweet spots for performance
Benchmark and compare performance with territory to broad base good practices
Plan market size, span & geographies for TSM / TL / BDE / FL’s
Should be able to device the best methods for communication of plans/targets to the team so that there is minimum expectation vs delivery gap
Ability to understand formats/data so as to gather right information, viz, in cases when we want them to do surveys and develop insights

Stakeholder Management:

Handle merchant escalations in market & partner with various internal stakeholders to resolve them
Partner with cross functional teams like Marketing, Sales Capability and HR to ensure appropriate levels of market collaterals, headcount, onboarding experience, etc.
Implement processes and metrics for tracking progress and setup review mechanisms with all the stakeholders
Ensure payouts to and from DSA are done as per process and timelines including accurate calculations and disbursement.

People Management:

Drive hiring of TSM, BDEs & RTLs to ensure 100% manning in the team
Onboard the new team members and help them assimilate PhonePe ways of working
Participate in performance appraisal process sharing insights about the team and sharing relevant feedback with team members for their growth & development
Coach TSMs regularly to allow them to better manage the input and output deliverables of BDEs
Understand the reasons of exit and take corrective action to reduce attrition
Drive team level R&R and engagement practices

Quality Management:

Monitor quality parameters like KYC, PFB usage to identify gaps, & initiate corrective action
Validate audits conducted by TSMs and evaluate the process followed & inputs shared by TSM
Monitor performance on compliance parameters to ensure zero deviation


MBA from Tier 1 campus with good academic record
3-5 years of relevant experience in sales and distribution/business development
Excellent interpersonal skills to manage situations on the ground
Should have managed larger teams on the ground
Exposure to the start up environment is an added advantage
Problem solving abilities with strong bias for impact
Strong ethics and discretion while dealing with customers
Drive for result, able to demonstrate/quantify success relative established targets and metrics

PhonePe Full Time Employee Benefits

Insurance Benefits – Medical Insurance, Critical Illness Insurance, Accidental Insurance, Life Insurance
Wellness Program – Employee Assistance Program, Onsite Medical Center, Emergency Support System
Parental Support – Maternity Benefit, Paternity Benefit Program, Adoption Assistance Program, Day-care Support Program
Mobility Benefits – Relocation benefits, Transfer Support Policy, Travel Policy
Retirement Benefits – Employee PF Contribution, Flexible PF Contribution, Gratuity, NPS, Leave Encashment
Other Benefits – Higher Education Assistance, Car Lease, Mobile & Broadband Reimbursements, Salary Advance Policy

Working at PhonePe is a rewarding experience! Great people, a work environment that thrives on creativity, the opportunity to take on roles beyond a defined job description are just some of the reasons you should work with us. Read more about PhonePe on our blog.

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By Richard