Rewards Sales Manager

WHAT IS EDENRED?

Edenred is a leading digital platform for services and payments and the everyday companion for people at work, connecting more than 60 million users and more than 2 million partner merchants in 45 countries via 1 million corporate clients. Edenred offers specific-purpose payment solutions for food (such as meal benefits), engagement (such as gift cards and engagement platforms), mobility (such as multi-energy solutions, including EV charging, maintenance, toll and parking) and corporate payments (such as virtual cards). 

True to the Group's purpose, "Enrich connections. For good.", these solutions enhance users’ well-being and purchasing power. They improve companies’ attractiveness and efficiency, and vitalize the employment market and the local economy. They also foster access to healthier food, more environmentally friendly products and sustainable mobility.

Edenred’s 12,000 employees are committed to making the world of work a connected ecosystem that is safer, more efficient and more responsible every day. In 2024, thanks to its global technology assets, the Group managed close to €45 billion in business volume, primarily carried out via mobile applications, online platforms and cards.

Edenred is listed on the Euronext Paris stock exchange and included in the following indices: CAC 40, CAC 40 ESG, CAC Large 60, Euronext 100, Euronext Tech Leaders, FTSE4Good, DJSI Europe Index, DJSI World Index, and MSCI Europe.

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YOUR ROLE

This is a Sales leadership role within Edenred Indiaorganization, responsible for the growth charter of the organization. S/He is responsible for the top line of the Product/ Industry vertical assigned to you. This is an acquisitions focused role for a particular platform driven product suite. Sales Manager will lead a team ofBusiness Development representations across locations in India. He/she will report into the India Managing Director

New Business Development (Hunting):

• Define, roll out and monitor business development strategy, analyze market opportunities, industry segments that fit with Edenred existing products in India

• Identify deal requirements, revenue potential (including financial modeling) and build sales strategies accordingly

• Ensure constant understanding of Market in terms of competition mapping, market intelligence and market share.

• Ensure BD (Hunting) team’s alignment with strategy, implement efficient reporting tools (e.g. Salesforce), assess team capabilities, development needs, roll out improvement plan

• Lead key opportunities and ensure “hands on” approach on prospects opportunities

• Constantly have the business development team build a 4X pipeline and conversion in line with market benchmarks

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Hybrid Sales representatives (Hunting + Farming):

• Manage the newly acquired customers and ensure revenue recognition as per the projections made during the New Business Development timeframe

• Manage financial objectives (topline, bottom line, profitability, cash collection) of related portfolio to ensure profitable and sustainable growth of newly acquired customers

• Continuously benchmark Edenred India services with market requirement, competition

• Propose/ implement actions to ensure Edenred India high competitivity on the market

• Ensure high-quality customer service and issue resolution in order to retain current clients: measure and monitor clients engagement and satisfaction (NPS)

• Guarantee Clients SLA monitoring and alignment with clients and contracts requirements

• Manage client engagement activities, including identifying client business requirements, opportunities and preparing proposals and quotations

• Define, roll out and optimize the hybrid team to deliver strategic plan, including identifying key team capabilities requirement and setting up skill/capability building plan and key talents development programs

• Interact with peer Sales managers, executive leadership, and functions / department heads concerning clients, product, operations legal and technology related key topics

• Ensure end to end smooth operations between Accounts, Merchants, IT and Operations team in coordination with other Department Heads

Overall, as a Sales leader in the Edenred India organization, Sales Manager is expected to be a role model for compliance, security and transparency

ROLE EXPECTATIONS

Strategic Thinking

• Align sales efforts with the company’s broader vision and goals

• Ability to have strategic business discussions with CXOs across customers and prospects

• Experience in conceptualizing and executing initiatives leading to increased sales productivity and desired business outcomes

• Ensure that the sales function not only meets revenue targets but also drives sustainable growth and market leadership.

• Demonstrate both long-term planning and the agility to adapt to changing market circumstances.

• Make decisions based on data and customer centricity such that Edenred gains unfair attention of the customer segment

• Partner with marketing, product, finance, and other departments to create an integrated go-to-market strategy.

• Advise on omnichannel strategies, partnerships, digital sales transformation ideologies to stay ahead of the market.

• Set up and implement strategic plan to retain and expand current customer relationships across business verticals: define mid and long term vision to grow the business.

• Ensure all engagements are properly contracted and both internal and external SLA (clients, suppliers) are properly formalized

Revenue and OperationalExcellence

• Demonstrate Revenue attainment month on month while focusing on profitability

• Optimise every aspect of the sales function to achieve peak efficiency, consistency, and performance while aligning with the company’s strategic objectives.

• Focus on adopting/creating systems, processes, a culture that ensures sustainable, predictable, and scalable sales success.

• Regularly review processes, tools, team performance to identify improvement areas.

• Ensure accurate sales forecasting to align sales activities with broader business goals.

• Anticipate risks ( economic downturns, market saturation etc.) and adjust plans without compromising on revenue forecasts.

• Ensure operational monitoring of Sales performances, from pipeline building to deal closing in coordination with relevant BU department (Marketing, IT, Finance) and APAC / eQ support teams (Strategy, Product), leverage Group’s Sales Excellence tools and best practice to build a Sales Dream team in India

• Ensure contracting practices are aligned with local and group requirements in terms of financials, profitability, compliance and security

• Ensure smooth transition of clients upon contract signature and roll out to Account Management team

• Manage financial objectives (topline, bottom line, profitability, cash collection) of related portfolio to ensure profitable and sustainable growth of accounts

• Ensure operational monitoring of Sales performances, from pipeline building to deal closing in coordination with relevant BU department (Marketing, IT, Finance) and APAC / eQ support teams (Strategy, Product), leverage Group’s Sales Excellence tools and best practice to build a Sales Dream team in India

• Ensure all engagements are properly contracted and both internal and external SLA (clients, suppliers) are properly formalized

• Create and deploy business review formats/checks/processes both internally/externally, ensuring health of the portfolio under supervision

• Ensure Sales discipline in terms of pipeline creation, calls made, proposals sent, pipeline accuracy and attention to forecast.

First 12 months: Impact Objectives

• Demonstrate deep understanding of the business trends, competition, market potential in the Rewards and Loyalty space in India

• Build an profitability driven annual plan to leverage market potential for business scale

• Execute on the annual plan with attention to risk mitigation and unlocking opportunities

• Evaluate the sales team and process readiness for the growth charter

• Drive revenue growth by thinking innovatively and with a focus on forecast accuracy

• Strengthen sales team competencies by coaching/retaining the right talent and hiring from own professional network

• Collaborate within the Rewards business, become the voice of the customer, influence stakeholders to deliver results for the team and business

• Build relationships and establish credibility internally, with partners and customers

• Role model the Edenred values of Passion for Customers, Entrepreneurial spirit, Respect, Imagination and Simplicity

YOUR PROFILE

You have 8 years experience in a similar function within B2B Rewards,Digital Vouchers, Benefits & Loyalty with at least 2 year’s in a peoplemanagement role.

• Experience in B2B rewards, having managed Business Development and Account Management teams successfully

• Strong understanding of rewards, channel rewards or customer rewards mandatory

• Outstanding marketing acumen and sales acquisition mindset

• Capacity to sustainably develop a client portfolio in gifting, B2B sales or fintech industry

• Enthusiasm and drive to manage large multi location teams

• Ability to coach, grow and inspire junior Managers by developing your team’s skills in line with Edenred Dream Team values

• Integrate multi/cross functions teams and interact with Senior Executive Management

• Prior experience managing Sales Development or Hunting portfolios, with demonstration of revenue attainment with profitability with the span of influence

• Experience in handling compliance topics for operations and clients programs

• Understanding of revenue modelling and cash collection principles

• Ability to think strategically and execute thoroughly, various sales play keeping in mind business scalability and profitability

• Ambitious, sales and people oriented leader with an entrepreneurial spirit

OUR COMMITMENT

Edenred is all about meritocracy. You come as you are, and you contribute. Indeed, the Edenred Group recognizes, recruits and develops all talents and singularities. We are committed to preventing all forms of discrimination and to providing all our candidates with equal opportunities regardless of their gender and gender expression, disability, origin, religious belief and sexual orientation or any other criteria.

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