Job Description

PurposeDrive 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.)2. Key ResponsibilitiesResponsibilitiesFinancial

• 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 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

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 requirements

3. Key Result Areas and Key Performance IndicatorsS. NoKey Result AreasKey Performance Indicators1.Growth in Area Revenuesxc2xb7 % achievement on product-wise revenue and channel wise revenue targets in the Area (for all products)xc2xb7 Achievement of yield targets (Yield / piece) for all products2.Drive Market Growthxc2xb7 % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area3.Drive enhancement in revenues via channel partners in the Areaxc2xb7 Revenue targets achieved as per plan through RSPs and other channel partners3.Ensure timely collections for the Areaxc2xb7 Logic Remittance targetxc2xb7 Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)4.Drive Sales capability, productivity and adherence to processxc2xb7 Adherence to Sales KPIs5.Ensure Effective Development of New Productsxc2xb7 Support in new Product Development and launch in Area as per plan6.Ensure Performance Driven Culturexc2xb7 Adherence to Performance Management system timelines and guidelines7.Drive employee morale and engagementxc2xb7 Employee Attrition (%)

DHL