Blue Dart
Website:
bluedart.com
Job details:
Job Title
Associate Territory Manager
Function
Sales
Reporting to
Head – Branch Sales
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
- Key Result Areas and Key Performance Indicators
S.No
Key Result Areas
Key Performance Indicators
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
Drive Market Growth
- % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area
Drive enhancement in revenues via channel partners in the Area
- Revenue targets achieved as per plan through RSPs and other channel partners
Ensure timely collections for the Area
- Logic Remittance target
- Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)
Drive Sales capability, productivity and adherence to process
Ensure Effective Development of New Products
- Support in new Product Development and launch in Area as per plan
Ensure Performance Driven Culture
- Adherence to Performance Management system timelines and guidelines
Drive employee morale and engagement
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