Senior Business Development Executive - PPM

DHL Germany; Coimbatore District; On-site; INR 7,00,000 - 12,00,000; Full time

Job summary

A leading global logistics company in Coimbatore is seeking a Senior Business Development Executive. This role involves managing sales processes, driving revenues across various products, and enhancing profitability through strategic partnerships. Ideal candidates will demonstrate strong leadership in a fast-paced environment and possess experience in sales management. This position offers opportunities for significant impact in driving business growth.

Responsibilities

• Drive area revenues through effective sales process management.
• Manage entire sales process for the area and drive revenues.
• Ensure adherence to Standard Operating Procedures (SOPs).

Job description

Overview

Job Title: 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 and Key Performance Indicators

1. 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
2. Drive Market Growth
   • % increase in revenues from identified Industry Segments (e.g. Automotive, Life Sciences, etc.) / identified customers within the Area
3. Drive enhancement in revenues via channel partners in the Area
   • Revenue targets achieved as per plan through RSPs and other channel partners
4. Ensure timely collections for the Area
   • Logic Remittance target
   • Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days)
5. Drive Sales capability, productivity and adherence to process
   • Adherence to Sales KPIs
6. Ensure Effective Development of New Products
   • Support in new Product Development and launch in Area as per plan
7. Ensure Performance Driven Culture
   • Adherence to Performance Management system timelines and guidelines
8. Drive employee morale and engagement
   • Employee Attrition (%)