Responsible To : DGM Sales
Job Purpose :
To achieve individual sales targets and team targets
Thrust Areas
Job Involves The Following Linkages :
Within the Organisation :
- Operations
- Customer Service
- Accounts
- Human Resources
- Documentation
- Systems
- Sales
- Airfreight
- JWR
Outside the Organisation :
- International Freight Forwarders
- CHAs
- Shipping Lines
- Overseas Agents
- Exporters / Traders
- Government Agencies
- Custom Brokers
- CWC
- Concor
- SHPR's
- ICDs
Key Areas:
Key result areas shall include the following:
Meeting existing individual targets LCL / FCL
- To take care of all clients
- Give Sales Coordinator / Documentation all rate quotations.
- To provide after sales support to international forwarder clients
- To visit top 10 clients at least once a month.
- To ensure payments are received from the customers in time within the credit period
- To ensure B/L's are released on timely basis.
- To ensure FAC's and Brokerages are paid on time.
- If required involve top management to gain support of the client.
- Ensure that the profile of these clients are available with sales co-ordinators and give a copy of plan so that they can be contacted on a daily / alternate basis.
- Conducting informal meets with prospective clients on a fortnightly basis.
- To increase client base by soliciting new clients and develop 5 new clients every quarter
- Prepare the weekly tele call plan for the coordinator on the basis sales calls planned and executed.
- Monitor and follow up on the tele calls made by the coordinator and ensure the business is generated from the same.
- Prepare a mailing list of all clients and keep them updated on any developments in our Trade.
- Ensuring proper service levels is rendered to the existing clients to have their continuous support.
- Make the best use of securing business from the new clients through tele calls.
- Taking reference from friends and known people about organizations who have business but not supporting us.
- Keeping close vigil on Log sheet maintained by the Sales Co-ordinator to ensure proper information is being provided to the clients.
- Prepare daily call report and handover to the Co ordinator for follow up.
- Prepare weekly sales call plan and follow it.
- Prepare monthly sales plan to achieve the Goals as per MBR.
- To review monthly performance as per the Sales plan and prepare and submit a report in the structured format.
Monitor Outstandings
- Keeping close check on outstanding statements.
- Ensuring that a proper reminder for the payments is sent to he clients who have exceeded their credit limit.
- Ensuring proper outstanding statement is sent to the clients on a regular basis.
- Taking appropriate action for those clients who have defaulted in their payment terms or exceeded their credit limits.
- Ensuring proper commitment is gained from the client in terms of credit.
- Keeping the Outstanding as per the policy of the Company.
