Senior Executive - Retail Sales - IXG

Job Purpose

This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the channels model and geography of the said area within the logistics and courier industry.

Key Responsibilities

Channel Partner & Customer Management

• Develop and maintain strong relationships with existing customers, ensuring revenue retention.
• Identify and drive new business opportunities through channel partners.
• Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.
• Support sales capability-building initiatives for sales teams and channel partners.

Sales Operations & Compliance

• Develop strategy implementation plans, detailing key objectives, tasks, timelines and budgets for each of the customer groups Pre-paid , FOD and promoting feature sales ( DOD / FOV etc ) customers thru ESA network.
• Ensure a steady revenue stream from retail customer base in territory assigned and enhancing territory boundaries by adding new ESAs .
• Monitoring monthly MIS of retail revenues, brand , operations, service standards, and competition and business trends to the Retail Manager .
• Establish and maintain mutually beneficial relationships with ESA s etc to obtain the best retail exposure, customer loyalty, quality services and profitability for the BD network.

Drive Sales Capability:

Collection & Remittance

• Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.
• Monitoring monthly MIS of retail revenues, brand , operations, service standards, and competition and business trends to the Retail Manager .

Qualifications

Education

• Graduate degree in Business Administration, Sales, Marketing, or a related field.
• An MBA or Postgraduate degree in Sales & Marketing is preferred.

Experience

• 1-4 years of experience in sales, business development, or key account management in the logistics, courier, supply chain, or e-commerce industry.
• Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.

Technical Skills & Experience

Core Technical Skills

• Strong understanding of sales processes, revenue management, and market expansion strategies.
• Experience in logistics, courier services, or supply chain management.
• Proficiency in using sales tracking tools like Saffire and Avature.
• Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.

Behavioural Competencies

• Result-Oriented: Strong drive to achieve sales targets and revenue growth.
• Customer-Centric: Ability to develop and maintain strong customer relationships.
• Analytical Thinking: Proactive approach to market analysis and business development.
• Negotiation & Influence: Strong persuasion skills to drive sales and revenue enhancement.

Key Performance Indicators (KPIs)

S.No

Key Result Areas (KRAs)

Key Performance Indicators (KPIs)

1

Growth in Area Revenues

% achievement of product-wise and channel-wise revenue targets

Achievement of yield targets (Yield per piece) for all products

2

Drive Market Growth

% increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts

3

Enhance Revenues via Channel Partners

Revenue targets achieved through RSPs and other channel partners

3

Ensure Timely Collections

Achievement of Logic Remittance targets

Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets)

4

Drive Sales Capability, Productivity, and Process Adherence

Achievement of Sales KPIs and compliance with SOPs

5

New ESA Development

Successful onboarding of new channel partners in the Area

6

Foster a Performance-Driven Culture

Timely adherence to Performance Management System guidelines

7

Drive Employee Morale and Engagement

Employee retention and engagement metrics