Job Description

1. Purpose

Responsible for driving the branch revenues through effective sales process management for all products (DP, International, Retail, Cargo, E-Retail) and revenue enhancement via channel partners

2. Key Responsibilities

Responsibilities

Financial

Review and monitor the branch 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 branch 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

Oversee the entire sales process for the Branch and ensure adherence to Standard Operating Procedures (SOPs)

Drive revenues for all products (DP, International, Retail, Cargo, E-Retail) in the branch through the branch and area sales teams

Implement sales and marketing plans for driving revenues, market share and profitability of all products in the branch

Ensure adherence to the product pricing guidelines Develop & retain existing customers and achieve base targets set for the products on a monthly basis Monitor channel partner performance, in terms of revenue generations, sales, profits, etc. on a regular basis and take corrective actions, if any Ensure collections as per the set logic remittance and DSO targets Ensure updation of prospects (potential clients) details in SAFFHIRE software package on a daily basis Communicate & coordinate with internal & external customers on service issues, if any

People

Provide direction, guidance and support to employees within the sales team in the branch to help them discharge their duties effectively Ensure that the sales team in the branch is adequately staffed as per the manpower requirements

3. Key Result Areas and Key Performance Indicators

S. No

Key Result Areas

Key Performance Indicators

1.



Growth in Branch Revenues



% achievement on product-wise revenue and channel wise revenue targets in the branch (for all products)




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

2.

Drive Market Growth



% increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the branch

3.

Drive enhancement in revenues via channel partners in the Branch



Revenue targets achieved as per plan through RSPs and other channel partners

4.

Ensure timely collections for the Branch



Logic Remittance target




Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)

5.

Drive Sales capability, productivity and adherence to process



Adherence to Sales KPIs

6.

Ensure Effective Development of New Products



Support in new Product Development and launch in Branch as per plan

7.

Ensure Performance Driven Culture



* Adherence to Performance Management system timelines and guidelines