. 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.) |
2. 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
- Implement sales and marketing plans (as per organization strategy) for driving revenues, market share and profitability of all products in the Area, in collaboration with the Branch Sales Team
- 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
- Develop & retain existing customers and achieve base targets set for the products on a monthly basis
- Ensure enhancement in revenue in the Area through development of channel partners
- Monitor channel partner performance, in terms of revenue generations, sales, profits, etc. generated from them on a regular basis and take corrective actions, if any
- Support sales capability building initiatives in the Area for all sales teams (including sales capability development of channel partners)
- Ensure that the Area achieves collections as per set logic remittance and DSO target
- Ensure updation of prospects details in SAFFIRE software package on a daily basis
- Communicate & interact with internal & external customers on service issues
- Provide support to the Branch Sales Head in identification of opportunities for modification of existing product offering for increasing revenues/ profitability
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
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3. Key Result Areas and Key Performance Indicators
S. No | Key Result Areas | Key Performance Indicators |
1. | Growth in Area Revenues | - % achievement on product-wise revenue and channel wise revenue targets in the Area (for all products)
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- Achievement of yield targets (Yield / piece) for all products
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2. | Drive Market Growth | - % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area
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3. | Drive enhancement in revenues via channel partners in the Area | - Revenue targets achieved as per plan through RSPs and other channel partners
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3. | Ensure timely collections for the Area | |
- Account Receivables (% reduction in receivables in exce ss of 60 days, 90 days, 150 days)
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4. | Drive Sales capability, productivity and adherence to process | |
5. | Ensure Effective Development of New Products | - Support in new Product Development and launch in Area as per plan
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6. | Ensure Performance Driven Culture | - Adherence to Performance Management system timelines and guidelines
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7. | Drive employee morale and engagement | |
