Job Description

Job Title
Senior Executive - Retail Sales
Function
Sales
Reporting to
General Manager - Regional Retail
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
Review and monitor the Area revenue performance in terms of actual sales growth andprofitability 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
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
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 andprofitability 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

Skills Required