The Role
Lead state-level field sales to grow merchant acquisition and engagement for EDC/POS, payment gateway, EMI and loans. Build and coach sales teams, drive targets and activations, conduct 75% field activities, manage sales cycles, reporting, market intelligence, and cross-functional execution to increase transactions and device revenue.
Summary Generated by Built In
About Us: Paytm is India’s leading mobile payments and financial services distribution company and a pioneer of the mobile QR payments revolution. Paytm builds technologies that empower small businesses with payments and commerce solutions. Our mission is to serve half a billion Indians and bring them into the mainstream economy through technology.
About the Team: The Adjacent Offline Payments Business Team plays a critical role in helping merchants grow and manage their businesses using simple, scalable, and data - driven payment solutions..
About the Role: As a State Head – Adjacent Offline Payments Business, you will be responsible for driving business growth across your assigned territory by leading field sales teams and expanding merchant acquisition and merchant engagement activities on a day today basis.
You will drive sales across EDC Machines, Soundbox, Payment Gateway, EMI (Bank/Brand Activations), and Merchant Loans, while strengthening merchant engagement and ensuring consistent growth in transaction volumes.
This role demands a strong mix of leadership, on-ground execution, and strategic thinking to scale business across multiple locations.
Key Responsibilities:
1. Leadership & Team Management (The "Coach" & "Motivator"): Identifying and attracting sales talent, especially important in regions with high attrition or rapid expansion. Inspiring, guiding, and empowering a team of sales executives/representatives to achieve their individual and collective targets. Fostering a positive and high-performance sales culture. Developing the skills of individual team members, providing constructive feedback, and helping them overcome challenges.
2. Market Expansion: Identify and develop new business opportunities within your assigned territory, focusing on the acquisition of new merchants for EDC/POS terminals and other financial payment solutions.
3. Merchant Relationship Management: Build and maintain strong, long-lasting relationships with merchants, understanding their evolving payment needs and ensuring high levels of customer satisfaction and regular merchant engagement activities.
4. Sales Target Achievement: Consistently meet and exceed individual and team sales targets across EDC/POS deployments, daily merchant activations, Brand EMI transaction volumes, and device-level revenue generation
5. Product Expertise: Develop strong expertise across the full suite of EDC/POS terminals, payment gateways, and value-added services. Stay updated on industry trends while acting as a field problem solver and a trusted financial advisor to merchants.
6. Sales Cycle Management: Manage the complete sales cycle from lead generation, prospecting, and qualification to proposal presentation, negotiation, and deal closure
7. Market Intelligence: Gather and analyze market feedback, competitor activities, and industry trends to refine sales strategies and enhance product offerings. Ensure timely updates and close coordination with the Growth team and NSM.
8. Reporting & Analysis: Provide accurate sales forecasts, reports, and market insights to leadership. Own monthly planning and target delivery aligned with AOP. Monitor inventory usage and aging, and review field sales payouts. Track FSE check-ins, productivity, and activations. Conduct weekly planning and performance reviews with ASMs and TLs. Ensure timely communication of training, schemes, payouts, and effective execution of EMI brand activations..
9. Cross-functional Collaboration: Work closely with Sales Excellence, Growth, Sales Operations, and Merchant Support teams to ensure seamless merchant onboarding and service delivery
10. Field Leadership & Ownership: Lead from the front with a 75% field and 25% office engagement model. Conduct regular field visits, daily team connects, and structured performance reviews with ASMs and Team Leads. Drive on-ground execution through daily gate meetings, strong field discipline, and compliance. Ensure team productivity and take full ownership of merchant portfolio growth and field engagement outcomes
Expectations/ Requirements :
1. Build and lead an inspiring team environment with an open communication
culture
2. Drive sales of EDC machines and other payment devices in the assigned State/Region.
3. Manage merchant acquisition and engagement across locations
4. Address and resolve merchant queries and operational challenges
5. Hire, train, and develop high-performing sales teams
6. Set clear team goals and ensure timely execution
7. Delegate tasks effectively and monitor delivery timelines
8. Oversee day-to-day sales operations across the region
9. Monitor team performance and track business metrics
10. Motivate and mentor team members to achieve targets
11. Identify training needs and provide coaching support
12. Listen to team feedback and resolve conflicts or challenges
13. Recognize high performance and reward achievements
14. Encourage innovation, ownership, and calculated risk-taking
15. Drive team engagement and organize team-building initiatives
What We're Looking For:
1. 7+ yrs of leadership experience of Field Distribution sales in EDC/POS, Fintech, FMCD, Insurance Sales.
2. Who can build his own team.
3. Set and track sales targets for the team.
4. Review of Sales Team daily, weekly and monthly basis..
5. Research and discover methods to increase customer engagement.
6. Will be handling assigned territory for Adjacent Offline Payments
7. Good communication and leadership skills.
Education: (10+2+3) Graduation or Post-graduation
Why join us: At Paytm, our mission is to bring half a billion Indians into the
mainstream economy through innovative financial technology solutions. Our success is driven by our people's collective energy and an unwavering focus on our customers and merchants. Today, Paytm is India's largest merchant acquirer andone of the leading fintech companies in the country, powering millions of businesses across India.
Skills Required
- 7+ years leadership experience in Field Distribution sales (EDC/POS, Fintech, FMCD, Insurance Sales)
- Proven ability to build, hire, train and lead a high-performing sales team
- Experience setting and tracking sales targets and conducting daily/weekly/monthly reviews
- Demonstrated success in merchant acquisition and engagement across a territory/state
- Product expertise in EDC/POS terminals, payment gateways, EMI activations and value-added services
- Strong communication, leadership, coaching and people-management skills
- Ability to manage full sales cycle from lead generation to deal closure
- Comfortable with 75% field and 25% office engagement model (regular field visits)
- Education: Graduation or Post-graduation (10+2+3)
- Reporting and analytical capability to provide forecasts, monitor KPIs, and manage inventory and payouts
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The Company
What We Do
Paytm Payments Services Limited (PPSL) is a wholly owned subsidiary of One97 Communications. It is a technology company that provides digital payment solutions, including payment gateways, and financial tools for businesses in India. Its mission is to drive financial inclusion by empowering online brands, startups, and small merchants to accept digital payments and manage their business operations efficiently through robust, secure, and reliable technology.
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