Branch Manager (RBO)

Responsible for driving the branch revenues through effective sales process management for all products (DP, International, Retail, Cargo, E-Retail) and revenue enhancement via channel partners

Responsibilities

Financial

• Review and monitor the branch 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

Operational

• Oversee the entire sales process for the Branch and ensure adherence to Standard Operating Procedures (SOPs)

• Drive revenues for all products (DP, International, Retail, Cargo, E-Retail) in the branch through the branch and area sales teams

• Implement sales and marketing plans for driving revenues, market share and profitability of all products in the branch

• Ensure adherence to the product pricing guidelines
• Develop & retain existing customers and achieve base targets set for the products on a monthly basis
• Monitor channel partner performance, in terms of revenue generations, sales, profits, etc. on a regular basis and take corrective actions, if any
• Ensure collections as per the set logic remittance and DSO targets
• Ensure updation of prospects (potential clients) details in SAFFHIRE software package on a daily basis
• Communicate & coordinate with internal & external customers on service issues, if any

People

• Provide direction, guidance and support to employees within the sales team in the branch to help them discharge their duties effectively
• Ensure that the sales team in the branch is adequately staffed as per the manpower requirements

S. No

Key Result Areas

Key Performance Indicators

1.

Growth in Branch Revenues

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

3.

Drive enhancement in revenues via channel partners in the Branch

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

4.

Ensure timely collections for the Branch

• Logic Remittance target

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

5.

Drive Sales capability, productivity and adherence to process

• Adherence to Sales KPIs

6.

Ensure Effective Development of New Products

• Support in new Product Development and launch in Branch as per plan

7.

Ensure Performance Driven Culture

• Adherence to Performance Management system timelines and guidelines