Job Description

Job Title

Branch Manager

Function

Sales

Reporting to

Regional Business Head & Regional Sales Head

1. Purpose

Responsible for driving the branch profit & loss through effective management of branch sales, operations and support teams

2. Key Responsibilities

Responsibilities

Strategic

Support Regional Head & Regional Sales Head in developing the short term and long term sales plans for the region in terms of revenues (volumes, profitability, number of customers, key accounts etc) Develop short term and long term business plans for the branch in terms of revenues (volumes, profitability, number of customers, key accounts etc) and service delivery (delivery performance, transit times, net service levels, reach enhancement, etc) Monitor branch performance against the set targets / performance benchmarks and identify and drive implementation of corrective actions for development of new products / services

Financial

Responsible for development of the annual branch budget by analyzing previous years' performance and growth expectations/projections for the year Undertake quarterly / monthly budget reviews to track and ensure adherence to the annual budget. Formulate action plans to manage deviations, if any

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

Monitor expenses under various heads to ensure adherence to budgeted costs for the branch; Track Operating Costs per Movement (OCPM) and Operating Cost per Kilogram (OCPK) on a regular basis at the branch level and take corrective actions, if any Drive timely collections from all customers in the branch and achieve account receivables related objectives (e.g. logic remittance, DSO, etc.) as per the targets

Operational

Drive branch revenues and ensure the growth of all products, services and channels in the branch; Also drive revenues through channel partners (i.e. RSPs)

Oversee the entire sales management process in the branch and resolve any issues escalated during the process Drive growth and penetration in assigned new and existing national key clients on a Pan India basis for which the Branch Head is lead sponsor

Play an active part in contract negotiations and finalization for assigned large and key accounts

Establish and maintain relationships with potential large clients in the branch through regular interactions with key decision makers Drive reach enhancement initiatives like Tier 2 and Tier 3 cities expansion, RSP development etc in the branch as per the organization strategy

Ensure setup of "One-Retail" outlets in branch as per plan

Ensure adherence to Standard Operating Procedures and Execution Excellence in the branch (e.g. On-time delivery performance, Transit times, RTO reduction, reduction in errors etc)

Ensure adherence to all regulations and statutory compliances as applicable in the branch

People

Provide direction, guidance and support to branch employees to help them discharge their duties effectively Monitor the performance of the team on a continuous basis to identify key performers Mentor and coach subordinates to develop the team's capabilities and build a robust succession pipeline Ensure that the branch is adequately staffed as per the manpower requirements Ensure high level of employee engagement and retention of key performers

3. Key Result Areas and Key Performance Indicators

S.No

Key Result Areas

Key Performance Indicators

1.



Drive growth of revenues and volumes in branch



EBIT target for the branch




% achievement on revenue target for branch




% achievement on product-wise and channel-wise revenue targets for branch




% growth in volumes in terms of number of pieces and tonnage in branch




Achievement of product-wise yield targets (Yield / piece) in branch

2.

Drive timely collections for the branch



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




Logic Remittance target

3.

Optimize costs in the branch



% reduction in Operating Costs for the branch (i.e. OCPK and OCPM)

4.

Drive Market Growth



% increase in revenues (pan-India) from accounts for which the Branch Head is lead sponsor




% increase in revenues from SMEs from branch

5.

Reach Enhancement



Support Expansion into Tier 2 and Tier 3 cities as per plan (through RSPs and BDEs)




Setup of 'One-retail' outlets as per plan

6.

Monitor branch operations



Overall adherence to branch service quality in terms of Net Service Levels (NSL)




Compliance to all applicable statutory and regulatory requirements in the branch

7.

Support in the execution of Corporate Initiatives



Implementation of various corporate initiatives (e.g. WDL implementation, new product development & launch, etc) as per timelines

8.

Ensure Performance Driven Culture



Adherence to Performance Management system timelines and guidelines

9.

Support Employee Capability Building



% Key branch positions with identified successors / potential successors

10.

Drive employee morale and engagement



Employee Satisfaction Score of employees in branch




* % attrition in the branch