Manager - Business Development (Retail)

4 days ago

Mumbai Metropolitan Region, India Blue Dart Full time ₹ 9,00,000 - ₹ 12,00,000 per year
  • 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 (%)

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