Position Title: Cross-Sell Strategy Head
Department: Sales & Marketing
Location: Bangalore
Position Overview:
The Cross-Sell Strategy Head is responsible for developing and executing strategies to maximize the cross-selling of products and services within the organization. This role involves leveraging customer data, market insights, and innovative approaches to enhance customer engagement and drive revenue growth through effective cross-selling initiatives.
Key Responsibilities:
Strategy Development:
- Develop and lead the implementation of a comprehensive cross-sell strategy that aligns with the company's overall sales and revenue goals.
- Identify key products and services suitable for cross-selling and create targeted initiatives to promote them.
- Analyze market trends, customer behaviour, and competitor strategies to inform the cross-sell approach.
- Develop effective cross-sell programs and create unique value propositions tailored to diverse customer segments.
Program Management:
- Design and oversee cross-sell programs and campaigns, ensuring they are effective, scalable, and measurable.
- Collaborate with marketing, product, and sales teams to develop and execute integrated cross-sell campaigns.
- Monitor and evaluate the performance of cross-sell initiatives, adjusting strategies as needed to achieve desired outcomes.
Customer Insights and Analytics:
- Utilize customer data and analytics to identify cross-sell opportunities and tailor strategies to different customer segments.
- Develop models and metrics to track cross-sell effectiveness, customer uptake, and overall impact on revenue.
- Conduct regular analysis to understand customer needs, preferences, and purchasing behaviour.
- Utilize CRM tools and data analytics to segment customers effectively and create targeted cross-sell propositions.
Collaboration and Integration:
- Work closely with product teams to understand product features, benefits, and compatibility for cross-selling.
- Coordinate with sales teams to train and support them in executing cross-sell strategies.
- Integrate cross-sell initiatives with existing sales and marketing programs to enhance overall effectiveness.
Innovation and Continuous Improvement:
- Explore new methodologies and technologies to enhance cross-sell capabilities and customer engagement.
- Stay updated on industry best practices and emerging trends in cross-selling.
- Continuously refine and improve cross-sell strategies based on feedback and performance data.
Leadership and Team Development:
- Lead and mentor a team of professionals focused on cross-sell strategy and execution.
- Provide guidance, support, and performance management to ensure team effectiveness.
- Foster a collaborative and innovative team culture that drives results.
- Build and develop a high-performing team that drives cross-sell initiatives, including identifying and developing talent within the team.
Team Leadership in Data Analysis:
- Lead a team of data analysts to analyze the KreditBee database and identify customer segments suitable for cross-selling.
- Oversee the utilization of data analytics to derive actionable insights for targeted cross-sell opportunities, primarily through the digital app.
- Ensure the team combines analytics, tech-product understanding, and finance experience effectively to enhance cross-sell initiatives.
Qualifications:
- Education: Engineering degree from IIT/NIT plus MBA from top IIMs.
- Experience:
- Minimum of 7-10 years of experience in sales, marketing, or business development with a focus on cross-selling, upselling, or customer lifecycle management.
- Extensive experience in customer segmentation and data-driven marketing.
- Prior experience in banks, fintechs, or NBFCs managing analytics or cross-sell functions.
- Skills:
- Strong data analytics skills with the ability to translate data into actionable insights.
- Understanding of loan products such as Digital Personal Loans, Insurance, 2W Auto Loans, Housing Loans, Loan Against Property (LAP), etc.
- Proficiency in customer relationship management (CRM) systems and marketing automation tools.
