Assistant Manager / Manager – Business Development

Blue Dart


Date: 3 weeks ago
City: Chennai, Tamil Nadu
Contract type: Full time
Job Title

Assistant Manager / Manager – Business Development

Function

Sales

Reporting to

Head – Branch Sales (Metro)


  • Purpose


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.)


  • Key Responsibilities


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


    • Adherence to Sales KPIs



  • 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


    • Employee Attrition (%)


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