About Rentokil PCI
Rentokil PCI is the leading pest control service provider in India. A Rentokil Initial brand, Rentokil PCI was formed in 2017 through a joint venture (JV) between Pest Control India, the number one pest control company in India, and Rentokil, the world’s leading pest control brand. Rentokil PCI aims to set new standards for customer service having operations across 300 locations in India.
For more details : https : / / www.rentokil-pestcontrolindia.com
About the Role :
- The Sales Manager shall be responsible for driving sales in the Branch with major focus on the new sales. The incumbent will be responsible to develop, groom and drive the performance of the entire sales team. The person will report to the Branch Manager and will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.
Job Responsibilities :
Achieving Sales Targets
Plan the sales activities to achieve the annual sales targetsSales Targets to be planned keeping Branch Revenue, Jobbing and Contract requirements in mind.Make sure there is a prompt response to enquiries and maximum enquiries are converted into ordersEnsure identification of new prospects and maximum conversion of the prospects into customersEnsure the sales team conducts detailed inspection and prepares quotation as per the defined guidelinesReview quotations regularly to ensure the Gross Margin is achieved as per the RPCI normsAnalyse sales trends and forecast the required changes in the plan on a monthly / weekly basisEnsure New Sales Productivity target per CSE as per AOP is achievedEnsuring Pipeline development based on conversion %Drive by handholding / coaching and monitor day to day activities of the Sales Team to ensure the set targets are achievedCustomer Relationship Management
Achieve renewal target of the BranchEncourage team members to identify the upselling opportunities to achieve the defined targetsRegularly visit Existing customers along with team members to maintain a good liaisonEnsure the Sales Team attends to customer complaints and provides required support to customersEnsure the team updates MPG on a regular basis.Receivable Management
Review the daily collection and set the plan to achieve the collection within defined timelinesEnsure the predefined DSO is achievedEnsure timely submission of invoices & getting the necessary acknowledgements wherever necessaryDevelop Team
Conduct morning meetings to set the agenda for the dayPeriodically review the performance of each Team Member and Conduct annual performance development reviewAnalyze sales trends and come up with development plansTeam Administration and Monitoring Systems
Make sure the sales team completes all the required reports and update required apps / systems including DSP.Responsible for team attendance, approving leaves, sales related sign offs and sales colleague retentionEnsure the team adheres to the safety guidelines and conducts SRAs as per the set processTo ensure that the sales team is setting correct Customer expectations w r t pest managementTo ensure that the sales team collects correct information of the customer like, email address, 2 contact numbers & address with landmark are capturedTo train the sales team to sell the visits as per iCABS frequencies so that the Annual Template Calendars can be set for timely service delivery by the service plannersTo share & explain the cost sheet to operations along with details of material to be used. Also share customer expectation with operations before service deliveryTo ensure all the sales are delivered after being visible in iCABS for planning & execution via Service Companion. Timely punching of new sales in SRA so that sufficient lead time should be given to planners to execute the services. Service Scheduling is done in consultation with Service Planners. No commitment to customer on service schedulingKey Result Areas :
Achieving total sales targetsDevelop new business opportunities & Upselling OpportunitiesAchieve Renewal TargetMaintain Gross Margin as per RPCI normsCollection & DSOTimely Invoice SubmissionManage Sales Team and Sales colleague retentionRequirements
Educational Qualification / Other Requirement :
Consistent performance for last 2 years i.e. PDR rating of 3 and aboveFor sales colleagues, in addition to PDR ratings, target achievement of 90%+ for last 2 yearShould be able to converse well in English and the regional language as per the location appliedCompetencies (Skills essential to the role) :
Acting Commercially - Commercially viable decision making, retaining customers, Cost efficiencyDelivering Results - Achieving Sales Targets, Adherence to timelinesManaging Self - Organized, Composed and emphasizes on continuous self developmentWorking with Others - Open, approachable, and supportive to team members and colleaguesFunctional - Technically sound, Good understanding of Business Processes (DSP / Pipeline / Sales Process / Safety & Compliance)Role Type / Key working relationships :
People ManagerExternal team- Customers and Customer representativeInternal team- ABM / BM, Operations & Sales Colleagues, PlannersBenefits
What can you expect from RPCI?
Our values lie at the core of our mission and vision. We believe that it’s our people who make our company what it is. We believe in :SafetyIntegrityInnovationLearning & DevelopmentOpen & TransparentPerformance OrientationDEI statement : At RPCI, we believe in commitment to build an inclusive, varied workplace welcoming to people of all backgrounds.