Job Purpose

This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the channels model and geography of the said area within the logistics and courier industry.

Key Responsibilities

Channel Partner & Customer Management

Develop and maintain strong relationships with existing customers, ensuring revenue retention.
Identify and drive new business opportunities through channel partners.
Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.
Support sales capability-building initiatives for sales teams and channel partners.

Sales Operations & Compliance

Develop strategy implementation plans, detailing key objectives, tasks, timelines and budgets for each of the customer groups Pre-paid , FOD and promoting feature sales ( DOD / FOV etc ) customers thru ESA network.
Ensure a steady revenue stream from retail customer base in territory assigned and enhancing territory boundaries by adding new ESAs .
Monitoring monthly MIS of retail revenues, brand , operations, service standards, and competition and business trends to the Retail Manager .
Establish and maintain mutually beneficial relationships with ESA s etc to obtain the best retail exposure, customer loyalty, quality services and profitability for the BD network.

Drive Sales Capability:

Collection & Remittance

Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.
Monitoring monthly MIS of retail revenues, brand , operations, service standards, and competition and business trends to the Retail Manager .

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.
Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.

Technical Skills & Experience

Core Technical Skills

Strong understanding of 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: Strong drive to achieve sales targets and revenue growth.
Customer-Centric: Ability to develop and maintain strong customer relationships.
Analytical Thinking: Proactive approach to market analysis and business development.
Negotiation & Influence: Strong persuasion skills to drive sales and revenue enhancement.

Key Performance Indicators (KPIs)

S.No

Key Result Areas (KRAs)

Key Performance Indicators (KPIs)

1

Growth in Area Revenues

% achievement of product-wise and channel-wise revenue targets

Achievement of yield targets (Yield per piece) for all products

2

Drive Market Growth

% increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts

3

Enhance Revenues via Channel Partners

Revenue targets achieved through RSPs and other channel partners

3

Ensure Timely Collections

Achievement of Logic Remittance targets

Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets)

4

Drive Sales Capability, Productivity, and Process Adherence

Achievement of Sales KPIs and compliance with SOPs

5

New ESA Development

Successful onboarding of new channel partners in the Area

6

Foster a Performance-Driven Culture

Timely adherence to Performance Management System guidelines

7

Drive Employee Morale and Engagement

Employee retention and engagement metrics

Senior Executive - Retail Sales - GTU