Senior Strategic Accounts Manager

Role purpose

This position is responsible for building the full distribution and cross-sell framework for Aditya Birla Group offerings across the internal employee base of ABC and ABG. The role also requires active involvement in business vertical management, with ownership of initiatives such as sales process improvements, productivity enhancement, distribution expansion, activation programs, and goal sheet and incentive-driven execution. The ideal candidate should bring strong problem-solving ability, a hands-on execution style, and an analytical approach to decision-making.

Organization context

ABC Digital was established in 2023 as a wholly owned subsidiary of Aditya Birla Capital. It focuses on distributing Aditya Birla Capital products and offering customer services, including web-based services, e-commerce, payments, and related activities.

The company is building an omni-channel D2C platform through a website and app to acquire and serve customers seamlessly. It has also developed virtual engagement through inbound and outbound calling and is supporting cross-sell initiatives for various ABC products to walk-in branch customers.

ABC Digital works with all ABCL subsidiaries to create a personalized, seamless omni-channel experience for new and existing customers by strengthening capabilities through talent, technology, marketing, and data and analytics investments.

Job context and major challenges

The role sits within channel strategy and revenue growth, with responsibility for designing and implementing distribution strategies for ABG employees.

The job involves evaluating profitability, building the future roadmap, and creating reward and recognition plans, incentive structures, salary structures, and contests while keeping the P&L healthy. It also includes designing low-touch customer onboarding processes to speed up processing.

Key challenges include aligning field processes and adoption with the overall strategy, managing change across a large distribution network, gaining commitment from senior sales stakeholders, and tracking industry trends and market shifts.

The right candidate will be able to design and lead strategies that raise awareness of ABG product offerings across the large internal employee base of ABG and ABC.

Key result areas

Channel strategy development: Create and roll out channel strategy models, lead initiatives around productivity and goal sheets, stay current on best practices and new tools, and improve profitability and revenue growth mechanisms.

SMP and productivity activation: Set up the sales management process and drive field adoption, secure buy-in from top sales stakeholders, and closely track productivity levers.

Goal sheet, KPI and incentive management: Monitor channel performance, create automated MIS for funnel growth and metric tracking, manage goal sheets and incentives, and continuously improve processes through system automation.

Reviews, insights and communication: Prepare data-led reviews and participate in monthly and weekly discussions, run webinars and regional or zonal calls to support strategy adoption, and contribute insights for brainstorming sessions.

Stakeholder collaboration: Work with internal teams across business lines, manage coordination with sales, marketing, finance, credit, risk, and analytics, and partner with marketing and central teams on campaigns, collaterals, landing pages, and communication plans. Also work with product teams on differentiated offerings and pre-approved offers, and coordinate with central teams, sales, credit, and operations to speed up funnel movement.

Additional information

The role requires close collaboration across multiple functions and a strong ability to influence adoption of strategic programs across a large internal network.