Senior Executive - Retail Sales (Rajkot)
ConfidentialRajkot, India21 days ago
Job descriptionKey Responsibilities 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 Achieve sales budget for the year channel wise and Grow base YOY ESA. Appoint ESA as per the set target. Achieve ESA channel Nil O / S. Manage the 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 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 % 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 % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area Revenue targets achieved as per plan through RSPs and other channel partners Logic Remittance target Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days) Adherence to Sales KPIs Support in new Product Development and launch in Area as per plan Adherence to Performance Management system timelines and guidelines Employee Attrition (%)
Job Title
Area Sales Retail (Metro)
Function
Sales
Reporting to
Manager Retail Sales
- Purpose
Drive the Area revenues through effective sales process management. Responsible for sales for all products (DP, International, Retail, Cargo, E-Retail) and revenue enhancement via channel partners (Regional Service Providers, Consolidators, FCCs, OSCs, etc.)
Responsibilities
Financial
Operational
People
S. No
Key Result Areas
Key Performance Indicators
Growth in Area Revenues
Drive Market Growth
Drive enhancement in revenues via channel partners in the Area
Ensure timely collections for the Area
Drive Sales capability, productivity and adherence to process
Ensure Effective Development of New Products
Ensure Performance Driven Culture
Drive employee morale and engagement
Skills Required
Revenue Enhancement
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Senior Executive Sales • Rajkot, India
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