Assistant Manager Business Development - VSP

Job Purpose

This role focuses on managing and expanding sales operations, ensuring compliance with revenue targets, and optimizing business development opportunities to enhance market presence and profitability.

Key Responsibilities

Financial Responsibilities

• Review and monitor Area revenue performance against targeted numbers and take corrective actions if deviations occur.
• Evaluate the profitability of key accounts and ensure alignment with set profit targets.
• Track product-wise yields and take action to meet yield targets.

Operational Responsibilities

• Manage the end-to-end sales process for the Area, ensuring revenue growth across all products.
• Ensure adherence to Standard Operating Procedures (SOPs) by sales teams and channel partners.
• Implement sales and marketing plans in collaboration with the Branch Sales Team to drive revenue, market share, and profitability.
• Follow up on product-specific sales leads from telemarketing and other sources, ensuring lead conversion.
• Negotiate rates and service agreements with customers within set approval limits.
• Develop and retain existing customers, ensuring achievement of base revenue targets.
• Drive revenue enhancement by identifying, onboarding, and managing channel partners.
• Monitor channel partner performance in terms of revenue, sales, and profitability and take corrective measures as required.
• Support sales capability-building initiatives within the Area, including training for sales teams and channel partners.
• Ensure achievement of collections and remittance targets as per company-set logic and Days Sales Outstanding (DSO) benchmarks.
• Maintain and update customer prospect details in Saffire on a daily basis.
• Address and resolve service issues through interaction with internal and external customers.
• Provide insights to the Branch Sales Head regarding modifications to product offerings for increased revenue and profitability.

Drive Sales Capability:

People Responsibilities

• Provide guidance and support to the Area’s sales team to enhance performance and goal achievement.
• Ensure optimal manpower staffing levels within the sales team in the Area.
• Retention of the existing team

Qualifications & Experience

Education

• Graduate degree in Business Administration, Sales, Marketing, or a related field.
• MBA or Postgraduate degree in Sales & Marketing is preferred.

Experience

• 6-12 years of experience in sales, business development, or key account management, preferably in the logistics, courier, or supply chain industry.
• Strong expertise in B2B sales, market expansion, and managing channel partners.

Technical Skills & Experience

Core Technical Skills

• Strong understanding of sales process management, revenue tracking, and profitability analysis.
• Proficiency in using CRM tools, lead tracking systems, and data analytics for sales performance monitoring.
• Knowledge of logistics and supply chain operations with a focus on courier and cargo solutions.

Behavioural Competencies

• Strategic Thinking: Ability to analyze market trends and develop revenue enhancement strategies.
• Negotiation & Influence: Strong ability to build and manage business relationships.
• Customer-Centric Approach: Focused on customer needs and service excellence.
• Leadership & Team Management: Ability to guide and mentor a high-performing sales team.

Key Performance Indicators (KPIs)

S.No

Key Result Areas

Key Performance Indicators (KPIs)

1

Growth in Area Revenues

Achievement of product-wise revenue

Achievement of yield targets (Yield per piece) for all products

2

Drive Market Growth

% increase in revenues from identified industry segments and key accounts

3

Ensure timely collections for the Area

Achievement of Logic Remittance target

% reduction in receivables in excess of 60 days, 90 days, 150 days

4

Drive Sales capability, productivity, and adherence to process

Adherence to Sales KPIs and compliance with SOPs

5

Ensure effective development of new products

Support in new product development and launch as per plan

6

Foster a performance-driven culture

Adherence to Performance Management System timelines and guidelines

7

Drive employee morale and engagement

Employee retention and engagement metrics