About Rentokil PCI

Rentokil PCI is the leading pest control service provider in India. A Rentokil Initial brand, Rentokil PCI was formed in 2017 through a joint venture (JV) between Pest Control India, the number one pest control company in India, and Rentokil, the world's leading pest control brand. Rentokil PCI aims to set new standards for customer service having operations across 300 locations in India.

For more details: https://www.rentokil-pestcontrolindia.com

About The Role

The Sales Manager shall be responsible for driving sales in the Branch with major focus on the new sales. The incumbent will be responsible to develop, groom and drive the performance of the entire sales team. The person will report to the Branch Manager and will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.

Job Responsibilities

Achieving Sales Targets

Plan the sales activities to achieve the annual sales targets
Sales Targets to be planned keeping Branch Revenue, Jobbing and Contract requirements in mind.
Make sure there is a prompt response to enquiries and maximum enquiries are converted into orders
Ensure identification of new prospects and maximum conversion of the prospects into customers
Ensure the sales team conducts detailed inspection and prepares quotation as per the defined guidelines
Review quotations regularly to ensure the Gross Margin is achieved as per the RPCI norms
Analyse sales trends and forecast the required changes in the plan on a monthly/weekly basis
Ensure New Sales Productivity target per CSE as per AOP is achieved
Ensuring Pipeline development based on conversion %
Drive by handholding/ coaching and monitor day to day activities of the Sales Team to ensure the set targets are achieved

Customer Relationship Management

Achieve renewal target of the Branch
Encourage team members to identify the upselling opportunities to achieve the defined targets
Regularly visit Existing customers along with team members to maintain a good liaison
Ensure the Sales Team attends to customer complaints and provides required support to customers
Ensure the team updates MPG on a regular basis.

Receivable Management

Review the daily collection and set the plan to achieve the collection within defined timelines
Ensure the predefined DSO is achieved
Ensure timely submission of invoices & getting the necessary acknowledgements wherever necessary

Develop Team

Conduct morning meetings to set the agenda for the day
Periodically review the performance of each Team Member and Conduct annual performance development review
Analyze sales trends and come up with development plans

Team Administration and Monitoring Systems

Make sure the sales team completes all the required reports and update required apps/systems including DSP.
Responsible for team attendance, approving leaves, sales related sign offs and sales colleague retention
Ensure the team adheres to the safety guidelines and conducts SRAs as per the set process
To ensure that the sales team is setting correct Customer expectations w r t pest management
To ensure that the sales team collects correct information of the customer like, email address, 2 contact numbers & address with landmark are captured
To train the sales team to sell the visits as per iCABS frequencies so that the Annual Template Calendars can be set for timely service delivery by the service planners
To share & explain the cost sheet to operations along with details of material to be used. Also share customer expectation with operations before service delivery
To ensure all the sales are delivered after being visible in iCABS for planning & execution via Service Companion. Timely punching of new sales in SRA so that sufficient lead time should be given to planners to execute the services. Service Scheduling is done in consultation with Service Planners. No commitment to customer on service scheduling

Key Result Areas

Achieving total sales targets
Develop new business opportunities & Upselling Opportunities
Achieve Renewal Target
Maintain Gross Margin as per RPCI norms
Collection & DSO
Timely Invoice Submission
Manage Sales Team and Sales colleague retention

Requirements

Educational Qualification / Other Requirement:

Consistent performance for last 2 years i.e. PDR rating of 3 and above
For sales colleagues, in addition to PDR ratings, target achievement of 90%+ for last 2 year
Should be able to converse well in English and the regional language as per the location applied

Competencies (Skills Essential To The Role)

Acting Commercially - Commercially viable decision making, retaining customers, Cost efficiency
Delivering Results - Achieving Sales Targets, Adherence to timelines
Managing Self - Organized, Composed and emphasizes on continuous self development
Working with Others - Open, approachable, and supportive to team members and colleagues
Functional - Technically sound, Good understanding of Business Processes (DSP / Pipeline / Sales Process / Safety & Compliance)

Role Type / Key Working Relationships

People Manager
External team- Customers and Customer representative
Internal team- ABM/BM, Operations & Sales Colleagues, Planners

Benefits

What can you expect from RPCI

Our values lie at the core of our mission and vision. We believe that it's our people who make our company what it is. We believe in:
Safety
Integrity
Innovation
Learning & Development
Open & Transparent
Performance Orientation

DEI statement: At RPCI, we believe in commitment to build an inclusive, varied workplace welcoming to people of all backgrounds.

Assistant Sales Manager - Miyapur