Purpose
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.
P
eople
- 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.
