Senior Business Development Executive/Sales Support Executive/BDM

1. Purpose

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

2. Key Responsibilities

Responsibilities:

Financial

• Maximize branch revenue performance in terms of actual sales growth and profitability as against targeted numbers; Take appropriate steps to reduce deviations, if any
• Enhance 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
• Monitor and track product-wise yields on a periodic basis; Identify issues, if any, and develop plans to meet the set yield targets

Operational

• Ensure adherence to Standard Operating Procedures (SOPs) for the branch sales
• Maximize revenues for all products (DP, International, Retail, Cargo, E-Retail) in the branch through the effective sales strategies
• Implement sales and marketing plans for driving revenues, market share and profitability of all products in the branch
• Maintain sound, healthy and long-term relationships with potential large clients in the branch through regular interactions with key decision makers
• Retain existing customers and achieve base targets set for the product on a monthly basis
• Follow-up and ensure closure of product specific sales leads forwarded by the telemarketing team or other departments
• Effective negotiation of rates & service offers with customers as per the set purviews, in consultation with Branch Sales Head on case to case basis; Ensure adherence to the product pricing guidelines
• Maximize branch revenues through development of channel partners
• Enhance percentage 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
• Timely communicate & coordinate with internal & external customers on service issues, if any

Key Result Areas:

• Growth in Branch Revenues
• Drive Market Growth
• Drive enhancement in revenues via channel partners in the Branch
• Ensure timely collections for the Branch
• Drive Sales capability, productivity and adherence to process
• Ensure Effective Development of New Products

Key Performance Indicators:

• % 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
• % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the branch
• Revenue targets achieved as per plan through RSPs and other channel partners
• Logic Remittance target
• Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)
• Adherence to Sales KPIs
• Support in new Product Development and launch in Branch as per plan