Associate Territory Manager - KML

Blue Dart; Bengaluru; On-site; INR 600,000 - 1,000,000; Full time

Job summary

Blue Dart in Bengaluru is seeking a Senior Business Development Executive to drive Area revenues through effective sales process management for all products (DP, International, Retail, Cargo, E-Retail) and to grow revenue via channel partners.

You will lead area sales teams, ensure SOP adherence, implement plans, develop and retain customers, and monitor channel partner performance to achieve targets and strengthen collections.

Qualifications

• Experience in B2B sales and channel partnerships.
• Ability to analyze revenue performance and implement plans.
• Strong negotiation and relationship-building skills.

Responsibilities

• Manage end-to-end sales process for all products in the Area.
• Ensure SOP adherence by sales teams and channel partners.
• Implement sales and marketing plans to drive revenues and market share.
• Develop and retain customers and drive channel partner growth.
• Monitor channel partner performance and take corrective actions.

Skills

Sales

Channel Development

Negotiation

Team Leadership

Job description

Senior Business Development Executive

Function: Sales

Reporting to: Head – Branch Sales

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

• 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
  • 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

Key Result Areas & Key Performance Indicators

Growth in Area Revenues

• % achievement on product-wise revenue and channel wise revenue targets in the Area (for all products)
• Achievement of yield targets (Yield / piece) for all products

Drive Market Growth

• % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area

Drive enhancement in revenues via channel partners in the Area

• Revenue targets achieved as per plan through RSPs and other channel partners

Ensure timely collections for the Area

• Logic Remittance target
• Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)

Drive Sales capability, productivity and adherence to process

• Adherence to Sales KPIs

Ensure Effective Development of New Products

• Support in new Product Development and launch in Area as per plan

Ensure Performance Driven Culture

• Adherence to Performance Management system timelines and guidelines

Drive employee morale and engagement

• Employee Attrition (%)