Senior Business Development Executive

Senior Business Development Executive

Function: Sales

Reporting to: Head – Branch Sales

Purpose: Drive the Area revenues through effective sales process management 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 entire 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