State Head - Kolkata

Job Description – State Head (SH)
Function: Sales / Business Development
Designation: State Head (SH)
Reporting To: Business Head
Experience: 7–12 Years
Industry Preference: Retail / Fintech / Payments / NBFC / Telecom / FMCG
Role Type: Sales Leadership
Team: BDEs / Sales Executives
1. Role Purpose
The State Head will be responsible for end-to-end business growth and sales
execution for the assigned geography.
The role will own the complete business funnel — market expansion, team hiring,
revenue and team productivity.
2. Key Responsibilities
A. Business & Revenue Ownership
Own monthly, quarterly and annual business targets for the assigned territory.
Deliver revenue, New market expansion targets.
Develop territory-level business plans aligned with organisational objectives.
Identify growth opportunities across cities, markets and pincodes.
Monitor business performance and take corrective actions proactively.
B. Territory Expansion & Market Development
Conduct detailed city, market and pincode-level opportunity mapping.
Identify high-potential and underpenetrated markets.
Develop plans for entering new markets and expanding existing footprint.
Analyse competitor presence, pricing, product proposition and sales coverage.
Build local merchant and business ecosystems to accelerate market penetration.
C. Team Building & Manpower Planning
Own sales manpower planning for the assigned geography.
Drive timely hiring and deployment of BDEs/RMs.
Set individual and team-level targets.
Ensure optimal span of control and sales coverage.
D. Team Productivity & Performance Management
Drive BDE productivity through structured reviews and coaching.
Conduct daily, weekly and monthly performance reviews.
Identify low-performing individuals and create improvement plans.
Recognise and scale high-performing practices.
Drive disciplined sales processes and data-led decision making.
Manage sales attrition and improve employee engagement.
E. Business Analytics & Performance Management
Analyse business performance at city, pincode, territory, BDE and merchant level.
Track acquisition, activation, GMV, revenue and productivity trends.
Identify reasons for business growth, stagnation or decline.
Develop data-backed action plans for underperforming markets.
Ensure effective utilisation of dashboards, CRM and sales MIS.
3. Key Result Areas / KPIs
KRA
Revenue
Productivity
Key Performance Indicator
Revenue / contribution growth
BDE/Store level
Market Expansion New cities / markets / pincodes
Manpower
Hiring & deployment TAT
Team Effectiveness Target achievement %
Attrition
Sales team attrition
4. Candidate Profile
Education
• Graduate; MBA preferred.
5. Core Competencies
Business Leadership
Strong commercial acumen
P&L / revenue orientation
Territory planning
Market expansion
Strategic thinking
The ideal State Head should operate as a business owner for the territory, rather than only
as a people manager.

Work arrangement
No