Senior Executive - Retail Sales

Job Title

Business Development Executive/Sr Business Development Executive

Function

Sales

Reporting to

Head – Branch Sales (Metro)

Drive the Area revenues through effective sales process management for all products (DP, International, Retail, Cargo, E-Retail) and revenue enhancement via channel partners (Regional Service Providers, Consolidators, FCCs, OSCs, etc.)

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

• 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
• 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

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