Buisness Development Executive (ranchi)

Area Revenue Manager

Drive the area revenues through effective sales process management. Responsible for sales for all products (DP, International, Retail, Cargo, E-Retail) and revenue enhancement via channel partners (Regional Service Providers, Consolidators, FCCs, OSCs, etc.).

Key Responsibilities

Financial

• Review and monitor the area revenue performance in terms of actual sales growth and profitability as against targeted numbers; take appropriate steps to reduce deviations, if any.
• Evaluate profitability of all area customers and key accounts on a periodic basis; identify issues, if any, and develop plans to meet the set profitability targets.
• Track product-wise yields on a periodic basis; identify issues, if any, and develop plans to meet the set yield targets.

Operational

• Manage the sales process for the area and drive revenues for all products (DP, International, Retail, Cargo, E-Retail) in the area through the area sales teams.
• Ensure adherence to standard operating procedures (SOPs) by all sales teams and channel partners in the area.
• Implement sales and marketing plans (as per organization strategy) for driving revenues, market share, and profitability of all products in the area, in collaboration with the branch sales team.
• Negotiate rates & service offers with customers as per the set purviews, in consultation with area head on case to case basis.
• Develop & retain existing customers and achieve base targets set for the products on a monthly basis.
• Ensure enhancement in revenue in the area through development of channel partners.
• Monitor channel partner performance, in terms of revenue generations, sales, profits, etc. generated from them on a regular basis and take corrective actions, if any.
• Ensure that the area achieves collections as per set logic remittance and DSO target.
• Ensure updation of prospects details in SAFFIRE software package on a daily basis.
• Communicate & interact with internal & external customers on service issues.

People

• Provide direction, guidance, and support to employees within the sales team in the area to help them discharge their duties effectively.
• Ensure that the sales team in the area is adequately staffed as per the manpower requirements.

Key Result Areas and Key Performance Indicators

1. Growth in Area Revenues

• % achievement on product-wise revenue and channel wise revenue targets in the area (for all products)
• Achievement of yield targets (Yield / piece) for all products

2. Drive Market Growth

• % increase in revenues from certain identified industry segments (e.g. automotive, life sciences, etc.) / identified customers within the area

3. Drive Enhancement in Revenues via Channel Partners in the Area

• Revenue targets achieved as per plan through RSPs and other channel partners

4. Ensure Timely Collections for the Area

• Logic Remittance target
• Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)

5. Drive Sales Capability, Productivity and Adherence to Process

• Adherence to Sales KPIs

6. Ensure Effective Development of New Products

• Support in new product development and launch in area as per plan

7. Ensure Performance Driven Culture

• Adherence to performance management system timelines and guidelines

8. Drive Employee Morale and Engagement

• Employee Attrition (%)