Sales Director

6 days ago

Chandigarh, Chandigarh, India Rentokil Initial Full time

About the Role

The Sales Manager will be responsible for driving sales in the Branch with a major focus on new sales. The incumbent will develop, groom, and drive the performance of the entire sales team. The person will report to the Branch Manager and work as part of a multi-functional team, collaborating with internal teams and external stakeholders.

Key Responsibilities:

Achieving Sales Targets

  • Plan sales activities to achieve annual sales targets, considering Branch Revenue, Jobbing, and Contract requirements.
  • Ensure prompt responses to enquiries and maximum conversion of enquiries into orders.
  • Identify new prospects and convert them into customers.
  • Review quotations regularly to ensure Gross Margin is achieved as per RPCI norms.
  • Analyse sales trends and forecast required changes in the plan on a monthly/weekly basis.
  • Ensure New Sales Productivity target per CSE as per AOP is achieved.
  • Develop pipeline based on conversion %.
  • Drive sales team performance by handholding/coaching and monitoring day-to-day activities to ensure set targets are achieved.

Customer Relationship Management

  • Achieve renewal target of the Branch.
  • Encourage team members to identify upselling opportunities to achieve defined targets.
  • Regularly visit existing customers with team members to maintain good liaison.
  • Ensure sales team attends to customer complaints and provides required support to customers.
  • Ensure team updates MPG on a regular basis.

Receivable Management

  • Review daily collection and set plan to achieve collection within defined timelines.
  • Ensure predefined DSO is achieved.
  • Ensure timely submission of invoices and getting necessary acknowledgements wherever necessary.

Develop Team

  • Conduct morning meetings to set agenda for the day.
  • Periodically review performance of each team member and conduct annual performance development review.
  • Analyse sales trends and come up with development plans.

Team Administration and Monitoring Systems

  • Ensure sales team completes all required reports and updates required apps/systems including DSP.
  • Responsible for team attendance, approving leaves, sales-related sign-offs, and sales colleague retention.
  • Ensure team adheres to safety guidelines and conducts SRAs as per set process.
  • Ensure sales team collects correct information of customers like email address, 2 contact numbers, and address with landmark are captured.
  • Train sales team to sell visits as per iCABS frequencies so that Annual Template Calendars can be set for timely service delivery by service planners.
  • Share and explain cost sheet to operations along with details of material to be used. Also share customer expectation with operations before service delivery.
  • Ensure all sales are delivered after being visible in iCABS for planning and execution via Service Companion. Timely punching of new sales in SRA so that sufficient lead time should be given to planners to execute services. Service Scheduling is done in consultation with Service Planners. No commitment to customer on service scheduling.

Key Result Areas:

  • Achieving total sales targets.
  • Develop new business opportunities and upselling opportunities.
  • Achieve Renewal Target.
  • Maintain Gross Margin as per RPCI norms.
  • Collection and DSO.
  • Timely Invoice Submission.
  • Manage Sales Team and Sales colleague retention.

Requirements:

Educational Qualification / Other Requirement:

  • Consistent performance for last 2 years i.e. PDR rating of 3 and above.
  • For sales colleagues, in addition to PDR ratings, target achievement of 90%+ for last 2 years.
  • Should be able to converse well in English and the regional language as per the location applied.

Competencies (Skills essential to the role):

  • Acting Commercially - Commercially viable decision making, retaining customers, Cost efficiency.
  • Delivering Results - Achieving Sales Targets, Adherence to timelines.
  • Managing Self - Organized, Composed and emphasizes on continuous self-development.
  • Working with Others - Open, approachable, and supportive to team members and colleagues.
  • Functional - Technically sound, Good understanding of Business Processes (DSP / Pipeline / Sales Process / Safety & Compliance).

Role Type / Key working relationships:

  • People Manager.
  • External team- Customers and Customer representative.
  • Internal team- ABM/BM, Operations & Sales Colleagues, Planners.

Benefits:

What can you expect from RPCI?

  • Our values lie at the core of our mission and vision. We believe that it's our people who make our company what it is. We believe in:
  • Safety.
  • Integrity.
  • Innovation.
  • Learning & Development.
  • Open & Transparent.
  • Performance Orientation.

DEI statement: At RPCI, we believe in commitment to build an inclusive, varied workplace welcoming to people of all backgrounds.

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