About the Role:
- The Sales Manager shall be responsible for driving sales in the Branch with a major focus on new sales. The incumbent will be responsible for developing, grooming and driving the performance of the entire sales team. The person will report to the Branch Manager and will have to work as part of a multi-functional team involving collaboration with the internal team and external stakeholders.
Job Responsibilities:
Achieving Sales Targets
- Plan the sales activities to achieve the annual sales targets
- Sales Targets to be planned keeping Branch Revenue, Jobbing and Contract requirements in mind.
- Make sure there is a prompt response to enquiries and maximum enquiries are converted into orders.
- Ensure identification of new prospects and maximum conversion of the prospects into customers.
- Ensure the sales team conducts detailed inspections and prepares quotations as per the defined guidelines.
- Review quotations regularly to ensure the Gross Margin is achieved as per the RPCI norms.
- Analyse sales trends and forecast the required changes in the plan on a monthly/weekly basis
- Ensure New Sales Productivity target per SE as per AOP is achieved
- Ensuring Pipeline development based on conversion %
- Drive by handholding/ coaching and monitor day to day activities of the Sales Team to ensure the set targets are achieved Customer Relationship Management
- Achieve renewal target of the Branch
- Encourage team members to identify the upselling opportunities to achieve the defined targets.
- Regularly visit Existing customers along with team members to maintain a good liaison.
- Ensure the Sales Team attends to customer complaints and provides required support to customers.
- Ensure the team updates MPG regularly.Receivable Management
- Review the daily collection and set the plan to achieve the collection within defined timelines.
- Ensure the predefined DSO is achieved.
- Ensure timely submission of invoices & getting the necessary acknowledgements wherever necessary.
Develop Team
- Conduct morning meetings to set the agenda for the day
- Periodically review the performance of each Team Member and Conduct an annual performance development review
- Analyze sales trends and come up with development plans Team Administration and Monitoring Systems
- Make sure the sales team completes all the required reports and updates required apps/systems including DSP.
- Responsible for team attendance, approving leaves, sales-related sign-offs and sales colleague retention
- Ensure the team adheres to the safety guidelines and conducts SRAs as per the set process.
- To ensure that the sales team is setting correct Customer expectations w r t pest management.
- To ensure that the sales team collects correct information about the customer i.e., email
address, 2 contact numbers & addresses with landmarks are captured.
- To train the sales team to sell the visits as per iCABS frequencies so that the Annual Template Calendars can be set for timely service delivery by the service planners
- To share & explain the cost sheet to operations along with details of the material to be used. Also, share customer expectations with operations before service delivery
- Ensure all the sales are delivered after being visible in iCABS for planning & execution via Service Companion. Timely punching of new sales in SRA so that sufficient lead time should be given to planners to execute the services. Service Scheduling is done in consultation with Service Planners. No commitment to customer on service scheduling
Key Result Areas:
- Achieving total sales targets
- Develop new business opportunities & Upselling Opportunities
- Achieve Renewal Target
- Maintain Gross Margin as per RPCI norms
- Collection & DSO
- Timely Invoice Submission
- Develop & Manage Sales Team and Sales colleague retention
Competencies (Skills essential to the role):
- Acting Commercially - Commercially viable decision making,retaining customers, Cost efficiency
- Delivering Results - Achieving Sales Targets, Adherence to timelines
- Managing Self - Organized, Composed and emphasizes on continuous self development
- Working with Others - Open, approachable, and supportive to team members and colleagues
- Displaying Leadership - Develop team, training, coaching, and mentoring
- Functional - Technically sound, Good understanding of Business Processes (DSP / Pipeline / Sales Process / Safety & Compliance)
Educational Qualification / Other Requirement:
- Consistent performance for last 2 years i.e. PDR rating of 3 and above
- For sales colleagues, in addition to PDR ratings, target achievement of 90%+ for last 2 year
- Should be able to converse well in English and the regional language as per the location applied
Role Type / Key working relationships:
- People Manager
- External team- Customers and Customer representative
- Internal team- ABM/BM, Operations & Sales Colleagues, Planners
What can you expect from RPCI?
Our values lie at the core of our mission and vision. We believe that its our people who make
our company what it is. We believe in:
- Safety
- Integrity
- Innovation
- Learning & Development
- Open & Transparent
- Performance Orientation
DEI statement:
