Strategy Head - Cross Sell

Position Title: Cross-Sell Strategy Head

Department: Sales & Marketing

Location: Bangalore

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.

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.

• 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.