Senior Executive

Job Description Job Title Area Sales Retail (Metro) Function Sales Reporting to Manager Retail Sales - Purpose Drive the Area revenues through effective sales process management. Responsible for sales for all products (DP, International, Retail, Cargo, E-Retail) and revenue enhancement via channel partners (Regional Service Providers, Consolidators, FCCs, OSCs, etc.) - 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. - Appoint ESA as per the set target. - Achieve ESA channel Nil O/S. - Manage the 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 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 - Key Result Areas and Key Performance Indicators S. No Key Result Areas Key Performance Indicators 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 - Drive Market Growth - % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area - Drive enhancement in revenues via channel partners in the Area - Revenue targets achieved as per plan through RSPs and other channel partners - Ensure timely collections for the Area - Logic Remittance target - Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days) - Drive Sales capability, productivity and adherence to process - Adherence to Sales KPIs - Ensure Effective Development of New Products - Support in new Product Development and launch in Area as per plan - Ensure Performance Driven Culture - Adherence to Performance Management system timelines and guidelines - Drive employee morale and engagement - Employee Attrition (%)