Area Sales (Metro)

Job Title : Area Sales (Metro)

Function : Regional Business

Reporting to : 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

- Follow-up and ensure closure of product specific sales leads forwarded by the telemarketing team or other departments

- 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

- Support sales capability building initiatives in the Area for all sales teams (including sales capability development of channel partners)

- 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 support to the Branch Sales Head in identification of opportunities for modification of existing product offering for increasing revenues/ profitability

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 requirement

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