Job Title

Branch Head

Function

Regional Business

Reporting to

Regional Business Head & Regional Sales Head

Responsible for driving the branch profit & loss through effective management of branch / area sales, operations and support teams

Responsibilities

Strategic

• Support Regional Head & Regional Sales Head in developing the short term and long term sales plans for the region in terms of revenues (volumes, profitability, number of customers, key accounts etc)
• Develop short term and long term business plans for the branch in terms of revenues (volumes, profitability, number of customers, key accounts etc) and service delivery (delivery performance, transit times, net service levels, reach enhancement, etc)
• Monitor branch performance against the set targets / performance benchmarks and identify and drive implementation of corrective actions
• for development of new products / services

Financial

• Responsible for development of the annual branch budget by analyzing previous years’ performance and growth expectations/projections for the year; Also responsible for review and approval of are budgets
• Undertake quarterly / monthly budget reviews to track and ensure adherence to the annual budget. Formulate action plans to manage deviations, if any
• Review and monitor the branch/ 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 branch 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
• Monitor expenses under various heads to ensure adherence to budgeted costs for the branch/ area; Track Operating Costs per Movement (OCPM) and Operating Cost per Kilogram (OCPK) on a regular basis at the branch/ area level and take corrective actions, if any
• Drive timely collections from all customers in the branch/ area and achieve account receivables related objectives (e.g. logic remittance, DSO, etc.) as per the targets

Operational

• Drive branch revenues and ensure the growth of all products, services and channels in the branch; Also drive revenues through channel partners (i.e. RSPs)
• Oversee area revenues and ensure the growth of all products, services and channels in the area
• Oversee the entire sales management process in the branch and areas (under the branch) and resolve any issues escalated during the process
• Drive growth and penetration in assigned new and existing national key clients on a Pan India basis for which the Branch Head is lead sponsor
• Play an active part in contract negotiations and finalization for assigned large and key accounts
• Establish and maintain relationships with potential large clients in the branch/ areas under the branch through regular interactions with key decision makers
• Drive reach enhancement initiatives like Tier 2 and Tier 3 cities expansion, RSP development etc in the branch/ area as per the organization strategy
• Drive setup of “One-Retail” outlets in branch/ area as per plan
• Ensure timely, accurate and profitable delivery of shipments to customers as per contractual terms and conditions through ensuring effective management of DP, Apex, Surface, International, E-Retail etc operations at service centers / PUD centers
• Ensure adherence to Standard Operating Procedures and Execution Excellence in the branch (e.g. On-time delivery performance, Transit times, RTO reduction, reduction in errors etc)
• Oversee adherence to Standard Operating Procedures and Execution Excellence in the area (e.g. On-time delivery performance, Transit times, RTO reduction, reduction in errors etc)
• Ensure adherence to all regulations and statutory compliances as applicable in the branch (including areas under the branch)
• Responsible for liaison with local Civic, Government and Statutory bodies for resolution of any operational issues faced by the branch/ area

People

• Provide direction, guidance and support to branch employees to help them discharge their duties effectively
• Monitor the performance of the team on a continuous basis to identify key performers
• Mentor and coach subordinates to develop the team’s capabilities and build a robust succession pipeline
• Ensure that the branch is adequately staffed as per the manpower requirements
• Ensure high level of employee engagement and retention of key performers

S.no

Key Result Areas

Key Performance Indicators

1.

Drive growth of revenues and volumes in branch

• EBIT target for the branch

• % achievement on revenue target for branch

• % achievement on product-wise and channel-wise revenue targets for branch

• % growth in volumes in terms of number of pieces and tonnage in branch

• Achievement of product-wise yield targets (Yield / piece) in branch

2.

Drive timely collections for the branch

• Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)

• Logic Remittance target

3.

Optimize costs in the branch

• % reduction in Operating Costs for the branch (i.e. OCPK and OCPM)

4.

Drive Market Growth

• % increase in revenues (pan-India) from accounts for which the Branch Head is lead sponsor

• % increase in revenues from SMEs from branch

5.

Reach Enhancement

• Support Expansion into Tier 2 and Tier 3 cities as per plan (through RSPs and BDEs)

• Setup of 'One-retail' outlets as per plan

6.

Monitor branch operations

• Overall adherence to branch service quality in terms of Net Service Levels (NSL)

• Compliance to all applicable statutory and regulatory requirements in the branch

7.

Support in the execution of Corporate Initiatives

• Implementation of various corporate initiatives (e.g. WDL implementation, new product development & launch, etc) as per timelines

8.

Ensure Performance Driven Culture

• Adherence to Performance Management system timelines and guidelines

9.

Support Employee Capability Building

• % Key branch positions with identified successors / potential successors

10.

Drive employee morale and engagement

• Employee Satisfaction Score of employees in branch

• % attrition in the branch