Job Description

Job Title

Area Sales Retail

Function

Sales

Reporting to

Manager Retail Sales

1. Purpose

Drive the Area revenues through effective sales process management. Responsible for sales and revenue enhancement via channel partners (ESA channel etc.)

2. Key Responsibilities

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/RSP/CONSOLIDATORS.

Appoint ESA/RSP/CONSOLIDATORS in the footprints and density as per the set target. Achieve ESA/RSP/CONSOLIDATORS channel Nil O/S.

Manage the sales process for the Area and drive revenues for all products ( Retail, Cargo) 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

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



% achievement on product-wise revenue and channel wise revenue targets in the Area (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 Area

3.

Drive enhancement in revenues via channel partners in the Area



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

3.

Ensure timely collections for the Area



Logic Remittance target




Account Receivables (within 7 days of the billing)

4.

Drive Sales capability, productivity and adherence to process



Adherence to Sales KPIs

5.

Ensure Effective Development of New Products



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

6.

Ensure Performance Driven Culture



Adherence to Performance Management system timelines and guidelines

7.

Drive employee morale and engagement



* Employee Attrition (%)