- IF YOU HAVE EXPERIENCE IN CAR RENTAL SERVICES, THEN ONLY APPLY FOR THIS POSITION -

Role: Corporate Sales

Role Purpose: Responsible for territory specific business strategy creation and its implementation. Responsible For business operations in a defined territory, covering pre identified markets.

Responsibilities :

- Develop & implement a Sales Plan, to achieve approved sales targets and collection.

- Prepare and submit a yearly sales budget to the Sales Biz Head for review and approval, manage effectively within this budget, and accurately report on progress made and challenges encountered. Annual target further broken into Monthly targets for effective review.

- Propose an aggressive action plan to achieve targets.

- Acquisition of new corporate clients with strong client database which can enable to build a strong pipeline and conversion with good networking

- Sound knowledge of Revenue Management - Product Pricing on different segments such as spot rentals, leasing, car rentals, Employee transportation, Travel Management

- Mapping updates on RFP / RFQ and participate and propose the winning Bid (Competitive yet Profitable to the organization)

- Organize regular Governance with Leadership by Sending regular Reports on sales and collection status and action plan for improvement.

- Monitor competitors- activities and implement course correction tactics

- Manage key customer relationships, Customer Satisfaction and develop relevant customer segments.

- Business Development & enhancing market share with revenue growth, service excellence, client retention, digitization and technology.

- Rendering proactive consultancy to sales & KAM team on effective client management

Job Specifics :

- Administrative and Functional Reporting Structure: Reports to CBO/ MD-Founder

Qualifications Preferred : Graduate/ MBA with a degree in Marketing and Travel Management.

Experience Required : Minimum 8-10 years- experience with B2B sales in relevant domain.

Competencies Required :

- Client Relationship Management Skills

- Corporate Relations

- Performance Management

- Market Research Methodology

- Contract & Commercial Negotiation

- Data Management and MIS

- Tech oriented and quick grasping skills

Industry Segments : Candidate required from Zoomcars, VolerCars, Revv, Vroom, drivezy, myles, savaari, Nvent, Ola, UBER, CarzonRent, Moven Sync, Orix, Route Matic, Telematic companies.

KRAs pertaining to Sales Roles in car rental services :

# Key Result Area Weightage (%) Objectives

1 Sales Funnel and Prospects Activation

1) Team Target > 10 Cr (New Business + Existing Business)

2) Phased Plan for achieving 20Cr (New Business + Existing Business)

3) Sustainability objective with Operations business in terms of actuals monitoring

a) Handover existing/new clients to Operations teams

b) Follow ups/Sales Targets

c) Management Updates by Sales Team

2 Increase Market Share and Drive Organic Growth

1) Detailed database maintenance by contact details, category and city

2) Monitoring sales funnel and provide periodic MIS to MD and Sales Head

3) Seeking appointment for sales executives and managers with prospects

4) Monitoring the meeting schedules for the sales team

5) Monthly Sales Growth by 5%

3 Corporate Clients- Handle end to end processes of identifying, acquiring and implementation.

1) Presents Hot & Cold calls statistics, presentations, brochures, service catalogue, NPS surveys

2) Weekly preparatory presentation readiness for Sales Teams,Targets achieved

3) Sales & Pre-Sales Tracker updations

4 Performance & Team KRA

1) Conversion of Leads - % of leads converted to Orders/Agreements/Business

2) Nos. of new business with business statistics

3) Lead the team by demonstrating best practises by achieving highest level of CSAT

5 Margin > 25% for new business Clients 30 1) Margin as per field statistics is between 10 to 15%.

RAC - (25-30)%

ETS - (10-15)%

LTR - (25-30)%

Air/Hotel - as per industry standards.

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