Sr. Business Development Manager, Sales Excellence , Sales Excellence

We are seeking a Sr. BDM to join the Sales Excellence team within IN New Seller Acquisition. This role is at the intersection of data science, business strategy, and frontline enablement — powering the predictive models, measurement architectures, and analytical frameworks that drive seller success at scale.
The Sales Excellence team is the strategic intelligence and enablement backbone of the IN New Seller Acquisition organization. We design science-backed tools like SPEVA (Seller Prioritization & Evaluation), Perfect Launch Score, and High Value Action that directly shape how the managed sales organization identifies, launches, and scales sellers. This role will own and evolve these models while designing the next generation of data-driven interventions.


Key job responsibilities
Predictive Model Development & Maintenance
• Own and improve production ML models including SPEVA (seller prioritization), Perfect Launch Score (post-launch engagement playbook), and High Value Action (HVA)
• Monitor model precision and recall; detect and address performance degradation
• Design new predictive frameworks for seller lifecycle stages — from prospecting to millionaire scaling
• Develop cohort-based seller segmentation models (Private Label vs. Head Brand, product-type differentiation)

Measurement Architecture & Metric Design
• Design and validate new business metrics that translate strategic shifts into frontline action
• Ensure measurement systems evolve with the org's acquisition philosophy (e.g., retention-oriented outcomes, quality selection)

Goal Calibration & Channel Analytics
• Develop goal estimation models using lead source segmentation and tenure-based productivity multipliers
• Build channel-differentiated goal frameworks considering structural differences between direct & scale acquisition channels
• Design multi-framework goal sheet architectures separating GMS waterfall goals from engagement quality metrics

Dashboards, Automation & Self-Serve Tools
• Build self-serve dashboards and automated reporting to eliminate manual report generation
• Partner with BI team on the Automation Charter to reduce associate deep-dive insight gathering time
• Design tools that make the frontline self-sufficient ("Build Capability, Not Dependency")

Cross-Functional Data Partnerships
• Provide data-driven recommendations to Sales, BI, Category, SX Program, Product, Ads, and Finance teams
• Prepare analytical deep-dives for leadership working sessions that frame decisions and present trade-offs
• Partner with Capability Building SMEs to translate data insights into training content
• Influence without authority — drive alignment across stakeholders using evidence and storytelling

Basic Qualifications

- 4+ years of digital sales, account management, business development, or partner management experience
- Experience analyzing data and best practices to assess performance drivers
- Experience and understanding of the retail and wholesale landscape in India and exposure to prior interactions with sellers and distributors
- Experience managing and growing complex business relationship at scale

Preferred Qualifications

- Experience developing and executing sales strategies, tactics, plans, processes, systems and programs

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