Job Purpose
This role will focus on managing the end-to-end sales cycle ensuring customer satisfaction and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the channels model and geography of the said area within the logistics and courier industry.
Key Responsibilities
Channel Partner & Customer Management
• Develop and maintain strong relationships with existing customers ensuring revenue retention. • Identify and drive new business opportunities through channel partners. • Monitor and enhance channel partner performance in terms of revenue sales and profitability. • Support sales capability-building initiatives for sales teams and channel partners.
Sales Operations & Compliance
• Develop strategy implementation plans detailing key objectives, tasks, timelines, and budgets for each of the customer groups (Pre-paid, FOD, and promoting feature sales, DOD, FOV, etc.) customers thru ESA network. • Ensure a steady revenue stream from retail customer base in territory assigned and enhancing territory boundaries by adding new ESAs. • Monitoring monthly MIS of retail revenues, brand operations, service standards, and competition and business trends to the Retail Manager. • Establish and maintain mutually beneficial relationships with ESAs etc. to obtain the best retail exposure, customer loyalty, quality services, and profitability for the BD network. • Drive Sales Capability
Collection & Remittance
• Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks. • Monitoring monthly MIS of retail revenues, brand operations, service standards, and competition and business trends to the Retail Manager.
Qualifications
Education
Graduate degree in Business Administration, Sales, Marketing, or a related field. An MBA or Postgraduate degree in Sales & Marketing is preferred.
Experience
1-4 years of experience in sales, business development, or key account management in the logistics courier supply chain or e-commerce industry. Experience in B2B sales managing channel partners and driving revenue growth is an added advantage.
Technical Skills & Experience
Core Technical Skills
• Strong understanding of sales processes, revenue management, and market expansion strategies. • Experience in logistics courier services or supply chain management. • Proficiency in using sales tracking tools like Saffire and Avature. • Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.
Behavioural Competencies
Result-Oriented
• Strong drive to achieve sales targets and revenue growth.
Customer-Centric
• Ability to develop and maintain strong customer relationships.
Analytical Thinking
• Proactive approach to market analysis and business development.
Negotiation & Influence
• Strong persuasion skills to drive sales and revenue enhancement.
Key Performance Indicators (KPIs)
S.No
Key Result Areas (KRAs)
Growth in Area Revenues • Achievement of product-wise and channel-wise revenue targets • Achievement of yield targets Yield per piece for all products
Drive Market Growth • Increase in revenues from key industry segments (e.g., Automotive, Life Sciences, etc.) and key accounts
Enhance Revenues via Channel Partners • Revenue targets achieved through RSPs and other channel partners
Ensure Timely Collections • Achievement of Logic Remittance targets • Reduction in outstanding receivables (e.g., 60-day, 90-day, 150-day buckets)
Drive Sales Capability • Productivity and Process Adherence • Achievement of Sales KPIs and compliance with SOPs
New ESA Development • Successful onboarding of new channel partners in the Area
Foster a Performance-Driven Culture • Timely adherence to Performance Management System guidelines
Drive Employee Morale and Engagement • Employee retention and engagement metrics