Senior Business Development Executive

Job Title

Senior Business Development Executive

Function

Sales

Experience Required

Minimum 3 Years in Sales

Reporting to

Assistant Manager - Business Development

Responsibilities

Financial

• Review and monitor the 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 Area 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

• Manage entire sales process for the Area and drive revenues for all products (DP, International, Retail, Cargo, E-Retail) in the Area through the area sales teams.

• Ensure adherence to Standard Operating Procedures (SOPs) by all sales teams and channel partners in the Area.

• Implement sales and marketing plans (as per organization strategy) for driving revenues, market share and profitability of all products in the Area, in collaboration with the Branch Sales Team

• Follow-up and ensure closure of product specific sales leads forwarded by the telemarketing team or other departments.

• Negotiate rates & service offers with customers as per the set purviews, in consultation with Area head on case-to-case basis.

• Develop & retain existing customers and achieve base targets set for the products on a monthly basis.

• Ensure enhancement in revenue in the Area through development of channel partners.

• Monitor channel partner performance, in terms of revenue generations, sales, profits, etc. generated from them on a regular basis and take corrective actions, if any

• Support sales capability building initiatives in the Area for all sales teams (including sales capability development of channel partners)

• Ensure that the Area achieves collections as per set logic remittance and DSO target.

• Ensure updation of prospects details in SAFFIRE software package on a daily basis.

• Communicate & interact with internal & external customers on service issues.

• Provide support to the Branch Sales Head in identification of opportunities for modification of existing product offering for increasing revenues/ profitability.

People

• Provide direction, guidance, and support to employees within the sales team in the Area to help them discharge their duties effectively.

• Ensure that the sales team in the Area is adequately staffed as per the manpower requirements

S. No

Key Result Areas

Key Performance Indicators

1.

Growth in Area Revenues

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

3.

Drive enhancement in revenues via channel partners in the Area

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

3.

Ensure timely collections for the Area

• Logic Remittance target

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

4.

Drive Sales capability, productivity and adherence to process

• Adherence to Sales KPIs

5.

Ensure Effective Development of New Products

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

6.

Ensure Performance Driven Culture

• Adherence to Performance Management system timelines and guidelines

7.

Drive employee morale and engagement

• Employee Attrition (%)