Job Description

Job Title
Business Development Executive/Sr Business Development Executive
Function
Sales
Reporting to
Head Branch Sales (Metro)
1. Purpose
Drive the Area revenues through effective sales process management 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
Responsibilities
Financial
xc2xb7 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
xc2xb7 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
xc2xb7 Track product-wise yields on a periodic basis; Identify issues, if any, and develop plans to meet the set yield targets
Operational
xc2xb7 Manage entire 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
xc2xb7 Ensure adherence to Standard Operating Procedures (SOPs) by all sales teams and channel partners in the Area
xc2xb7 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

• 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
• 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

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

3. Key Result Areas and Key Performance Indicators
S.No
Key Result Areas
Key Performance Indicators
1.
Growth in Area Revenues
xc2xb7 % achievement on product-wise revenue and channel wise revenue targets in the Area (for all products)
xc2xb7 Achievement of yield targets (Yield / piece) for all products
2.
Drive Market Growth
xc2xb7 % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area
3.
Drive enhancement in revenues via channel partners in the Area
xc2xb7 Revenue targets achieved as per plan through RSPs and other channel partners
3.
Ensure timely collections for the Area
xc2xb7 Logic Remittance target
xc2xb7 Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)
4.
Drive Sales capability, productivity and adherence to process
xc2xb7 Adherence to Sales KPIs
5.
Ensure Effective Development of New Products
xc2xb7 Support in new Product Development and launch in Area as per plan
6.
Ensure Performance Driven Culture
xc2xb7 Adherence to Performance Management system timelines and guidelines
7.
Drive employee morale and engagement
xc2xb7 Employee Attrition (%)
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