Regional Head- North (Seller Affiliates), Seller Affiliates
DESCRIPTION
Are you customer obsessed, flexible, smart and analytical, strategic yet execution focused, hungry and passionate about e-commerce, experienced, and entrepreneurial leader with a strong work ethic? If yes, this opportunity will appeal to you.
India is one of the world’s largest and fragmented market structures with 50 MM SMBs. To deliver the vision of “Transforming the way India buys and sells”, it is mission critical to cover India’s SMBs through Non-linear channels given its scale, reach and cost efficiency. Seller Affiliates (SA) is an Amazon IN first new seller acquisition program which has Corporates, SMBs, e-commerce service providers enrolled as Seller Affiliates. SA is the largest managed channel and its contribution is critical to Amazon flywheel.
Regional Manager (SA- North) role is responsible for growth and sustenance of a large workforce of Affiliates and their associates in North through an internal team of Associates/ Specialists, to deliver seller acquisition and success at scale.
The ideal candidate will have a background in sales with focus on driving operational rigor, possess strong communications skills, have consistent track record delivering results and managing frontline team. S/he should be able to think strategically and analytically about the business, product, and market opportunities and challenges. S/he should have the ability to work cross-organizationally to drive consensus and results. S/he should be able to hire and nurture the right talent. S/he will have a keen sense of ownership, drive, and desire to win!
The role holder should be able to:
a) Make high judgement decisions: S/he will make strategic choices to develop the region (for e.g., cost vs. value, wider coverage vs narrow focus, proven models vs. emerging ones, 3PC vs FTE) to deliver the most effective route to market.
b) Enabling high Performances: People development in 3rd party teams comes with unique hurdles like – capability challenges (mostly undergrads or freshers who are expected to drive metrics driven internally by internal teams). S/he will also have to think ahead of the curve to deploy L&D mechanisms, simplify processes, leverage deep integration initiatives to drive performance.
c) Managing large remote teams: In addition to managing a large internal team spread across 5 cities, the role holder will also oversee extended partner teams by implementing proper people and performance management structures, RnR etc.
d) Leading by Influence: As the face of Amazon to external partners, s/he will be involved in engaging and negotiating complex commercial terms independently at CXO levels. Internally, the role will influence leaders across other teams to drive priorities and partnerships.
Key job responsibilities
a) Strategy- Thought leadership to own and deliver a result backward go-to-market strategy, accelerate brand owner/distributor acquisition, and drive seller success.
b) Channel development- Adapt and execute partner developmental frameworks basis local market nuances to evolve, engage and retain a strong and robust SA partners base.
c) Lead Execution Mechanisms- Ensure width & depth of metrics/priorities such as Acquisition, Inputs and Outputs get delivered across a large partner base.
d) Enablers: i) Liaison with COE team to generate insights and strive for execution excellence. ii) Ensure business compliance guardrails and legal compliances are adhered to.
e) Category Liaison: Own engagement with category teams to co-develop and execute strategic frameworks to drive new selection acquistion & efficiency, filling up of SIC brand gaps and execute category inputs to deliver value.
BASIC QUALIFICATIONS
- 6+ years of sales experience
- Experience analyzing data and best practices to assess performance drivers
- Experience and understanding of the retail and wholesale landscape in India and exposure to prior interactions with sellers and distributors
- Experience managing teams
- Experience planning, managing and closing competitive sales efforts and managing deals from negotiation, to closing and through delivery
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
PREFERRED QUALIFICATIONS
- Experience influencing C-level executives
- Experience managing a team and training/on-boarding new members
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