[ref. c4049624] DHL - Assistant Manager / Manager – Business Development

Job Description

Assistant Manager / Manager - Business Development

Job Title

Assistant Manager / Manager - Business Development

Function

Sales

Reporting to

1. Purpose

1. Key Responsibilities

Responsibilities

• Review and monitor the Area revenue performance in terms of actual sales growth andprofitability 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

• 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 andprofitability 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

1. Key Result Areas and Key Performance Indicators

S.No

Key Result Areas

Growth in Area Revenues

• Achievement of yield targets (Yield / piece) for all products

Drive Market Growth

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

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

• Adherence to Sales KPIs

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

• Adherence to Performance Management system timelines and guidelines

• Employee Attrition (%)

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