Senior Executive - Business Development

Business Development Executive / Senior Business Development Executive

The Business Development Executive / Senior Business Development Executive is responsible for driving revenue growth within the assigned area by effectively managing the sales process for all products, including Domestic Priority (DP), International, Retail, Cargo, and E-Retail. The role will also focus on revenue enhancement through channel partners such as Regional Service Providers (RSPs), Consolidators, Franchise Collection Centers (FCCs), and One-Stop Centers (OSCs). The incumbent will play a crucial role in customer acquisition, relationship management, and adherence to company sales policies.

Key Responsibilities:

• Sales & Revenue Growth: Monitor and drive area revenue performance to achieve targeted sales growth and profitability.
• Channel Partner & Customer Management: Develop and maintain strong relationships with existing customers, ensuring revenue retention. Identify and drive new business opportunities through channel partners.
• Sales Operations & Compliance: Ensure adherence to Standard Operating Procedures (SOPs) among sales teams and channel partners. Implement sales and marketing strategies to enhance market share and profitability.
• Collection & Remittance: Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.
• People Management: Guide and support the sales team to ensure high performance and goal alignment. Ensure optimal staffing levels within the area sales team.

Qualifications:

• Education: Graduate degree in Business Administration, Sales, Marketing, or a related field. An MBA or Postgraduate degree in Sales & Marketing is preferred.
• Experience: 1-4 years of experience in sales, business development, or key account management in the logistics, courier, supply chain, or e-commerce industry.
• Technical Skills & Experience: Core technical skills in sales processes, revenue management, and market expansion strategies. Experience in logistics, courier services, or supply chain management. Proficiency in using sales tracking tools like Saffire and Avature. Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.
• Behavioural Competencies: Result-oriented, customer-centric, analytical thinking, negotiation & influence.

Key Performance Indicators (KPIs):

• Growth in Area Revenues: % achievement of product-wise and channel-wise revenue targets. Achievement of yield targets (Yield per piece) for all products.
• Drive Market Growth: % increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts.
• Enhance Revenues via Channel Partners: Revenue targets achieved through RSPs and other channel partners.
• Ensure Timely Collections: Achievement of logic remittance targets. Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets).
• Drive Sales Capability, Productivity, and Process Adherence: Achievement of Sales KPIs and compliance with SOPs.
• New Product Development: Successful implementation of new products in the area.
• Foster a Performance-Driven Culture: Timely adherence to Performance Management System guidelines.
• Drive Employee Morale and Engagement: Employee retention and engagement metrics.