Senior Business Development Executive - Military veterans preferred

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 (%)