Senior Executive - Retail Sales
DHL
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:
• Achieve sales budget for the year channel wise and grow base YOY ESA.
• Appoint ESA as per the set target.
• Achieve ESA channel nil O/S.
• 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
• Follow-up and ensure closure of product specific sales leads forwarded by the telemarketing team or other departments
• Negotiate rates & service offers with customers as per the set purviews, in consultation with area head on case-to-case basis.
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.