GTM Manager

Role & responsibilities

The incumbent will be responsible for driving GTM strategy and execution for NPCI product use cases across the BC distribution network. The role will focus on identifying and enabling relevant business points, creating channel readiness, improving channel wealth creation, and driving use-case-wise adoption and key business metrics for Airtel Payments Bank through BDE and field-channel engagement.

Deliverables:

- Own GTM planning and execution for NPCI product use cases across the BC distribution network.
- Identify, prioritize, and enable relevant business points for NPCI-led use cases to drive adoption, transaction growth, and channel productivity.
- Drive BDE and field-channel readiness through clear use-case communication, training inputs, deployment planning, launch tracking, and performance reviews.
- Collaborate closely with Product, Operations, Technology, Risk, and Customer Service teams for product lifecycle execution, issue resolution, process readiness, and customer experience improvement.
- Design use-case-wise GTM models, activation plans, and distributor engagement interventions to improve channel wealth creation and business sustainability.
- Track key business metrics including activation, usage, throughput, transaction success, revenue contribution, and issue trends through dashboards and structured analysis.
- Ensure close-looping of field escalations, troubleshooting requirements, and operational gaps for effective scale-up of NPCI product use cases.

Demonstrate (Key competencies):

- Strong GTM orientation with ability to convert product use cases into scalable field execution plans.
- Influencing skills to drive alignment across product, sales, distribution, and support teams.
- Good oral and written communication skills for stakeholder updates, field communication, and business reviews.
- Strong interpersonal skills and ability to work with cross-functional and field teams.
- Go-getter approach with strong result orientation and ownership of business metrics.
- Good analytical skills with working knowledge of MS Office, dashboards, SQL, and business reporting tools.
- Strong understanding of BC distribution, distributor enablement, retailer engagement, and distribution expansion.
- Good understanding of NPCI products, digital payments, inward banking transactions, and assisted banking use cases.

Educational Level / Internal Hiring:

Top or valued talent from existing zonal resources with strong field exposure, analytical orientation, and inclination towards GTM and product use-case management roles.

External Hiring:

MBA candidates with relevant experience in payments, banking, fintech, merchant acquiring, BC banking, or distribution-led financial services businesses.

Working Experience:

- 23 years of relevant experience with strong field execution, distribution, GTM, or product roll-out exposure.
- Must have experience in business roles such as BC banking, merchant business, digital payments, assisted banking, or distribution-led financial services.
- Prior exposure to NPCI products, payment acceptance, Micro ATM, MPOS, Soundbox, AePS, UPI, or similar use cases will be preferred.