Executive- Sales and Marketing

Responsible To : DGM Sales

Job Purpose :

To achieve individual sales targets and team targets

Thrust Areas

Job Involves The Following Linkages :

Within the Organisation :

• Operations
• Customer Service
• Accounts
• Human Resources
• Documentation
• Systems
• Sales
• Airfreight
• JWR

Outside the Organisation :

• International Freight Forwarders
• CHAs
• Shipping Lines
• Overseas Agents
• Exporters / Traders
• Government Agencies
• Custom Brokers
• CWC
• Concor
• SHPR's
• ICDs

Key Areas:

Key result areas shall include the following:

Meeting existing individual targets LCL / FCL

• To take care of all clients
• Give Sales Coordinator / Documentation all rate quotations.
• To provide after sales support to international forwarder clients
• To visit top 10 clients at least once a month.
• To ensure payments are received from the customers in time within the credit period
• To ensure B/L's are released on timely basis.
• To ensure FAC's and Brokerages are paid on time.
• If required involve top management to gain support of the client.
• Ensure that the profile of these clients are available with sales co-ordinators and give a copy of plan so that they can be contacted on a daily / alternate basis.
• Conducting informal meets with prospective clients on a fortnightly basis.
• To increase client base by soliciting new clients and develop 5 new clients every quarter
• Prepare the weekly tele call plan for the coordinator on the basis sales calls planned and executed.
• Monitor and follow up on the tele calls made by the coordinator and ensure the business is generated from the same.
• Prepare a mailing list of all clients and keep them updated on any developments in our Trade.
• Ensuring proper service levels is rendered to the existing clients to have their continuous support.
• Make the best use of securing business from the new clients through tele calls.
• Taking reference from friends and known people about organizations who have business but not supporting us.
• Keeping close vigil on Log sheet maintained by the Sales Co-ordinator to ensure proper information is being provided to the clients.
• Prepare daily call report and handover to the Co ordinator for follow up.
• Prepare weekly sales call plan and follow it.
• Prepare monthly sales plan to achieve the Goals as per MBR.
• To review monthly performance as per the Sales plan and prepare and submit a report in the structured format.

Monitor Outstandings

• Keeping close check on outstanding statements.
• Ensuring that a proper reminder for the payments is sent to he clients who have exceeded their credit limit.
• Ensuring proper outstanding statement is sent to the clients on a regular basis.
• Taking appropriate action for those clients who have defaulted in their payment terms or exceeded their credit limits.
• Ensuring proper commitment is gained from the client in terms of credit.
• Keeping the Outstanding as per the policy of the Company.