Business Development Executive (bokaro)

Sales 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 (%)