Manager - Sales/Business Development

Role & responsibilities

This role focuses on managing and expanding sales operations, ensuring compliance with revenue targets, and optimizing business development opportunities to enhance market presence and profitability.

Financial Responsibilities

• Review and monitor Area revenue performance against targeted numbers and take corrective actions if deviations occur.
• Evaluate the profitability of key accounts and ensure alignment with set profit targets.
• Track product-wise yields and take action to meet yield targets.

Operational Responsibilities

• Manage the end-to-end sales process for the Area, ensuring revenue growth across all products.
• Ensure adherence to Standard Operating Procedures (SOPs) by sales teams and channel partners.
• Implement sales and marketing plans in collaboration with the Branch Sales Team to drive revenue, market share, and profitability.
• Follow up on product-specific sales leads from telemarketing and other sources, ensuring lead conversion.
• Negotiate rates and service agreements with customers within set approval limits.
• Develop and retain existing customers, ensuring achievement of base revenue targets.
• Drive revenue enhancement by identifying, onboarding, and managing channel partners.
• Monitor channel partner performance in terms of revenue, sales, and profitability and take corrective measures as required.
• Support sales capability-building initiatives within the Area, including training for sales teams and channel partners.
• Ensure achievement of collections and remittance targets as per company-set logic and Days Sales Outstanding (DSO) benchmarks.
• Maintain and update customer prospect details in Saffire on a daily basis.
• Address and resolve service issues through interaction with internal and external customers.
• Provide insights to the Branch Sales Head regarding modifications to product offerings for increased revenue and profitability.

Drive Sales Capability:

• Drive Sales capability, productivity and adherence to processes via modules
• Adherence to Sales force and update on Sales KPI

People Responsibilities

• Provide guidance and support to the Areas sales team to enhance performance and goal achievement.
• Ensure optimal manpower staffing levels within the sales team in the Area.

Retention of the existing team

Core Technical Skills

• Strong understanding of sales process management, revenue tracking, and profitability analysis.
• Proficiency in using CRM tools, lead tracking systems, and data analytics for sales performance monitoring.
• Knowledge of logistics and supply chain operations with a focus on courier and cargo solutions.

Behavioural Competencies

• Strategic Thinking: Ability to analyze market trends and develop revenue enhancement strategies.
• Negotiation & Influence: Strong ability to build and manage business relationships.
• Customer-Centric Approach: Focused on customer needs and service excellence.
• Leadership & Team Management: Ability to guide and mentor a high-performing sales team.

Key Performance Indicators (KPIs):

Key Result Areas:

• Growth in Area Revenues
• Drive Market Growth
• Ensure timely collections for the Area
• Drive Sales capability, productivity, and adherence to process
• Ensure effective development of new products
• Foster a performance-driven culture
• Drive employee morale and engagement

Key Performance Indicators (KPIs):

• Achievement of product-wise revenue
• Achievement of yield targets (Yield per piece) for all products
• % increase in revenues from identified industry segments and key accounts
• Achievement of Logic Remittance target
• % reduction in receivables in excess of 60 days, 90 days, 150 days
• Adherence to Sales KPIs and compliance with SOPs
• Support in new product development and launch as per plan
• Adherence to Performance Management System timelines and guidelines
• Employee retention and engagement metrics