Sr. Executive - Business Development

Job Description

Hi, We are pleased to invite you for the Senior Executive position to support our Sales team. Key Responsibility Areas 1. New Business Additions Devise plans to achieve monthly & yearly individual sales targets. Develop, Map & Identify prospect base through cold calling in the assigned area. Schedule appointments & meet with the identified potential clients generated from databases & those passed on by Telemarketing or any other department. Analyze the prospect's potential to identify & match the customers needs with the Blue Dart products & submit quotations in the prescribed format. Follow up with potential clients on a regular basis & close deals with the support of supervisors if required. Negotiate rates & service offers with customers in consultation with immediate superior/Branch head on a case to case basis. Fill & forward the CMF form (Client Master form), signed by customer & BM to the accounts department for generating codes & for the RH's approval. Take necessary approval for special rates & service offers from the Regional Head / VP through the Branch Manager. 2. Retentions: Collects data on our customers growth objectives and plans and identify growth opportunities. Analyze & understand the business cycle & sales projection for the month/year of existing customers in the assigned base. Meet existing customers regularly to maintain & develop new contacts within the company. Generate sales by identifying additional business opportunities with existing customers & cross selling of products. Monitor business generated from existing clients & work out solutions to revive business with clients showing a decline. Provide support to existing customers to close service issues with the assistance of CS / Operation/Accounts/EDP team. Attend monthly review meetings with Key Customers along with CS-Key accounts Executive. Inform customers through emails, personal visits & communication, brouchers about new products, technology updates, internal policy changes viz Rate Hike/FS Increase . 3. Collections: Prioritize debtors & develop plans to reduce outstanding. Recover both current /old outstanding from clients by regular follow-up. Deliver bills to certain key customers so as to reduce the payment cycle & to resolve billing disputes if any. Collect supporting advice/debits notes from the customers in case of any deductions in the bills. Assign responsibility of delivering bills & collecting cheques to operation & collection staff. Check, Maintain and adhere to the sales administration process 4. Check, maintain & adhere to the sales administration process. Monitor Daily Sales Summary report on a regular basis to appraise on branch budgets, projections & individual additions. Maintain & update Daily Sales Report and prospect register on a daily basis as per the ISO norms. Update prospects details in Saffire software package on a daily basis. Analyze customer variance report on regular basis to monitor the performance of the existing clients. Maintain Blue Dart image by proper grooming & carry sales kit with prescribed communication material. Attend meetings with Branch Manager on regular basis to review individual budgets, targets & for issues requiring BM support. Generate MIS reports on individual collections, additions & projections as per the Branch Manager's requirement. Communicate & interact with Accounts/Operations/CS/EDP department for any additional supports to be provided to customers on billing issues Delivery/P-ups /Customer Complaints etc. Read & action all internal & external emails 5. Competition Knowledge Collects information on all competitors organisational structure, products, USPs, pricing, promotional schemes and other activities and report these on a regular basis to branch head Knowledge: Should be able to use MS Excel to prepare & update MIS reports, to able to use MS-word to prepare quotations & MS-PowerPoint for client servicing and selling. Skills: Should possess good verbal communication skills & presentation skills to put across ideas & thoughts to customers effectively, explain the products & provide support. Should possess good written communication skills to action emails & resolve customer & interdepartmental issues. Should possess basic analytical skills to understand business & market trends & to read & monitor MIS reports. Should possess effective negotiation & persuasive skills to convert a prospect into sales at the desired rates. Ability to plan ways to meet set targets & schedule the daily activities. Should be able to build rapport easily to increase contacts & build relationships. Should have good time management skills to allocate time appropriately to achieve addition, retention & collection objectives. We look forward to reviewing your application!