Website:
Job details:
Positions: 2 (1 West Region & 1 North Region)
Location: Delhi NCR (on-site, with regional
travel) or Mumbai/Pune (on-site, with regional travel) |
Experience: 7–12 years |
Reports to: National Sales Head
About BharatNXT
Every day, 64 million Indian micro and small businesses build with grit and audacity, and BharatNXT is building the financial infrastructure to fuel that ambition. We help businesses turn existing credit tools like cards into flexible working capital, while enabling them to pay vendors, GST and invoices and manage cards, limits and payouts all on one platform.
Today, BharatNXT serves 2M+ users across 450+ cities, powered by an in-house financial infrastructure with 100+ risk checks, fraud below 0.02%, and a dynamic pricing engine evaluating 20+ parameters across 10,000+ daily transactions. But payments are just the starting point — we're building India's MSME Financial Operating System, spanning Run, Manage and Grow, with embedded credit, insurance and personalised financial products powered by signals from every transaction, interaction and GST filing.
The Role
Own the distributor channel for your region and the retailer network it unlocks. Our growth engine is distribution-led. You onboard distributors then work through them to onboard their retailers onto BharatNXT. Every distributor relationship you keep warm becomes a continuing pipeline of new retailers, and every retailer who starts paying their distributor through us becomes a long-term customer for credit, payouts and more.
You'll lead a regional team of Area Sales Managers and the field force under them, covering retailers across multiple cities. You own the number, the territory, the health of every distributor tie-up, and whether the retailers your team onboards are still transacting three months later. This is the layer we're building deliberately. Until now, field execution has run directly into the Sales Head. You're being brought in to put structure, rhythm and coaching between strategy and the ground.
What you'll do
- Own the regional number - GTV, activated retailers and revenue for your region, broken down to city, distributor, ASM and rep level, with a forecast you stand behind.
- Sign and own distributors - identify, pitch and close distributor tie-ups across your priority categories. You'll be dealing with owners and promoters, so the pitch has to land commercially, not just operationally.
- Convert distributor networks into retailer onboarding - build the plan for each distributor's retailer base: segmentation, coverage, joint activations and counter-level push, executed through your ASMs and FOS.
- Keep distributors engaged for repeat supply - a signed distributor is not a closed deal. Quarterly business reviews, visible retailer numbers, resolved escalations and a reason to keep opening their network to you.
- Enable FOS on retailer retention and cross-sell - equip the field team to keep retailers transacting after the first payment, and to cross-sell credit, loans and insurance products into an active base. Your team's retention and cross-sell rates are your metrics, not marketing's.
- Lead and develop ASMs - weekly business reviews, joint field days, pipeline scrutiny and honest performance conversations. Your ASMs should get better because they report to you.
- Drive FOS productivity - set and enforce activity benchmarks (distributor meetings, retailer demos, onboardings, first transaction), find where the funnel breaks by rep, and fix it with coaching, not just targets.
- Build the hiring and onboarding engine - partner with HR to hire, ramp and retain FOS in your region. Attrition and ramp time are yours.
- Feed the ground back into the business - objection patterns, competitive offers, product gaps and drop-off reasons, relayed to Product, Growth and Strategy with enough specificity to act on.
- Use the tooling - CRM discipline, dashboards and field-app data are how you manage, not something you update after the fact.
What we're looking for
- 7–12 years in channel and distribution sales, with at least 3 years managing managers not just individual contributors.
- Direct experience building and running a distributor or dealer network relevant to our retailer base.
- You have personally signed distributors and worked their retailer networks — not inherited a network someone else built.
- You have run a distributed field team of 50+ across multiple cities.
- You're credible with trade owners and promoters. You know how a distributor thinks about margin, credit days and counter relationships, and you can hold that conversation.
- You can read your own data. Rep-level productivity, distributor-wise contribution, retailer activation and repeat rates - you pull it and question it rather than wait for a report.
- Strong hiring and retention track record in field roles. You know why reps leave in month three and what to do about it.
- You spend real time in the market. This is not a review-meeting job.
- Fluent in the working language of your region and comfortable with trade conversations in it.
- You create structure in ambiguity instead of waiting for someone else to create it.
- You are comfortable challenging existing processes and asking, "Why are we doing this?" when the data doesn't support it.
- Brownie points if your family comes from a business or trade background — you'll understand our merchants faster.
Why take it
- You'll own an entire region's channel - distributors, their retailer networks, and the field team
that converts them - in a business where every retailer onboarded compounds into transactions, credit
and long-term revenue.
- This layer doesn't exist yet. You're not inheriting someone's playbook - you get to write how a region is run here, and that becomes the template as we scale.
- If you're looking for a role where nobody counts the hours - we measure the impact you create, this is it.
Who should not take it up
- You want a desk-and-dashboard management role. Our best channel leaders are in the market with their teams several days a week.
- You've only ever managed a network you inherited. Here you'll open one.
- You're used to a mature process where targets, territories, schemes and incentives arrive fully formed. Here you'll help design them.
- You're looking for a siloed, low-collaboration role. We work closely across Business, Marketing, Product, Tech and Strategy - co-designing, challenging and building together is a big part of the job.
- You measure success by onboardings alone. We care what those retailers do in month two.
Click on Apply to know more.
