We are looking for an ambitious and energetic Assistant Manager - Business Development to help us expand our clientele in the defined geographies. The incumbent should have the dedication to create and apply an effective sales strategy.

The goal is to drive sustainable financial growth through boosting sales and forging strong relationships with existing clients.

Purpose:

- The position exists to support the business development of our products in the specific geographies defined. This position is expected to drive rapid growth in business, retaining those already acquired and increasing our competitive edge.

- He/She is expected to achieve the set revenue targets and manage all the business development activities within the region, confirming to the prescribed internal controls and maximise sales revenue to meet organization's objectives.

- He/She also establishes and manages effective programs to compensate, coach, appraise and train sales personnel if required.

Primary duties and responsibilities:

- New Business Development

- Commercial Management

- After Sales Customer Support

- Sales Vendor Management

- People Management

- Statutory Compliance

- Credit health check management.

Business Development :

The priority and first objective of the him/her is to develop the business himself with the support of the sales team. He/She will articulate the company's revenue and growth targets for the region and shall work himself/herself at the customer forefront to achieve them in terms of value, units and profitability. The purpose of this role is to create a stronger market presence of CriticaLog by acquiring new customers and develop stronger relationships with existing clients. It includes generating leads, drawing up solutions, preparing and offering commercials, closure of business deals, leading staff development, implementing marketing strategies and customer service.

Hence the position is :

1. Responsible for obtaining profitable results by himself/herself and through the sales team by developing the team through motivation, counselling, skills development and product knowledge development.

2. Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.

3. Responsible for managing the sales team, developing a business plans - covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization's presence throughout the Region.

4. Assist in the development of the annual business development plan, specifically advising on: realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force; and sales promotion program plans.

5. Ensure that all sales representative activities are in accordance with the guidelines of the CriticaLog's Business Code.

6. Responsible for the planning, recruitment, direction, organization and control of sales managers and sales representatives to accomplish specific objectives.

7. Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.

8. Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each member of the sales team, set individual territory sales and commission targets and administer the commission plan.

9. Personally observe the performance of Sales representatives in the field on a regular basis.

10. Provide high standards of ongoing training for the Sales representatives so that they possess sufficient industry vertical and technical knowledge to present information on the company's products in an accurate and balanced manner.

11. Determines monthly, quarterly and annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.

12. Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.

13. Implements national sales programs by developing field sales action plans.

14. Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.

15. Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.

16. Maintains regional sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.

17. Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

18. Supports the development of overall relationship between the organization and its customers.

19. Contributes to team effort by accomplishing related results as needed.

20. Prepares and presents tenders / proposals. Take active participation in contract negotiations and renewals, taking account of the impact of changes suggested by customers on financial and commercial concern that needs to be addressed with the customer

21. Continuously research and analyze customer activities, identify trends / significant findings, report and advise on the same.

22. Make detailed written and oral presentations to management on business / contract profitability, with proactively working with country operations and finance teams to improve margin yield on existing contracts.

23. Liaise with a variety of management and staff within company (in particular Regional Teams and Operational management) to evaluate avenues of business development.

24. Develop and maintain a commercial data base in line with organizational requirements.

25. Support the Finance and Operations Teams in the development of annual budgets and forecasts, KPIs and cost saving initiatives.

26. Professionally represent the company in all forums (meetings, seminars, courses etc.). Ensure that relevant company policies and procedures are adhered to.

Key Performance Indicators

1. Achieve Budgeted Revenue; the organization expects month on month growth of at least 25%.

2. Acquire Customers from different industry segments, maintaining GM not below 40%

3. Prepare professional BD proposals and Service Agreements

4. Build up BD processes controls and structure as per business requirements

5. Ensure that all collections are made as per credit period agreed

6. Support issuance of clean and on-time invoices to all Customers

7. Submit regular Sales MIS to the management - detailing growth and progress in number of Customers, revenue and profit

Minimum Requirement :

Required skills, competencies and attributes : 

- A strong Sales and Commercial background with strong Customer Relationship orientation

- Experience of concept selling and account management to MNCs

- Understanding of Logistics and Express (primarily Air & basic knowledge of Road) Distribution operations.

- Excellent man-management skills; able to network with different industry personnel and demonstrate leadership abilities in even difficult situations, underpinned by genuine interest in people.

- Have excellent verbal and written communication skills.

- Ability to develop and maintain internal and external relationships.

- Have good resource management skills (human, infrastructure and equipment)

- Have a good planning, organizing, delegating and analytical skills.

- Reasonable understanding of financial concepts, accounting and finance management

- Have excellent PC software skills (word, excel, power point as a minimum)

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