Associate Territory Manager - Channel Sales

The Senior Business Development Executive/Associate Territory Manager is responsible for driving revenue growth within the assigned Area by effectively managing the sales process for all products, including Domestic Priority (DP), International, Retail, Cargo, and E-Retail. The role will also focus on revenue enhancement through channel partners such as Regional Service Providers (RSPs), Consolidators, Franchise Collection Centres (FCCs), and One-Stop Centres (OSCs). The incumbent will play a crucial role in customer acquisition, relationship management, and adherence to company sales policies.

Job Purpose:

This role will focus on managing the end-to-end sales cycle, ensuring customer satisfaction, and driving sustained business development. It requires a highly motivated and target-driven individual with a strong understanding of the logistics and courier industry.

Key Roles & Responsibilities:

• Monitor and drive Area revenue performance to achieve targeted sales growth and profitability.
• Evaluate the profitability of key accounts and take corrective measures to achieve profit targets.
• Track product-wise yields regularly and develop action plans to meet set targets.
• Manage the end-to-end sales process for the Area, ensuring revenue growth for all products.
• Develop and maintain strong relationships with existing customers, ensuring revenue retention.
• Identify and drive new business opportunities through channel partners.
• Monitor and enhance channel partner performance in terms of revenue, sales, and profitability.
• Support sales capability-building initiatives for sales teams and channel partners.
• Ensure adherence to Standard Operating Procedures (SOPs) among sales teams and channel partners.
• Implement sales and marketing strategies to enhance market share and profitability.
• Follow up and ensure closure of product-specific sales leads received from telemarketing or other departments.
• Negotiate rates and service offerings with customers within set approval limits.
• Maintain and update prospect details in the Saffire system on a daily basis.
• Address and resolve customer service issues in coordination with internal and external stakeholders.
• Provide insights to the Branch Sales Head regarding modifications to existing product offerings to enhance revenue and profitability.
• Ensure achievement of collection targets within the set remittance cycle and Days Sales Outstanding (DSO) benchmarks.
• Guide and support the sales team to ensure high performance and goal alignment.
• Ensure optimal staffing levels within the Area sales team.

Qualifications & Experience:

• Essential: Graduate degree in Business Administration, Sales, Marketing, or a related field.
• Preferred: An MBA or Postgraduate degree in Sales & Marketing.
• 1-3 years of experience in sales, business development, or key account management in the logistics, courier, supply chain, or e-commerce industry.
• Experience in B2B sales, managing channel partners, and driving revenue growth is an added advantage.

Skills & Capabilities:

• Strong understanding of sales processes, revenue management, and market expansion strategies.
• Experience in logistics, courier services, or supply chain management.
• Proficiency in using sales tracking tools like Saffire and Avature.
• Knowledge of data analytics and business intelligence tools for tracking sales trends and performance.
• Result-oriented: Strong drive to achieve sales targets and revenue growth.
• Customer-centric: Ability to develop and maintain strong customer relationships.
• Analytical thinking: Proactive approach to market analysis and business development.
• Negotiation & influence: Strong persuasion skills to drive sales and revenue enhancement.

Key Result Areas / Key Performance Indicators (KPIs):

• Ensure timely response to customer pickup and delivery requests.
• % of calls answered within defined number of rings/seconds.
• Number of abandoned calls.
• Average number of calls handled.
• Adherence to defined timelines for pickup requests.
• Drive revenues from the customer service channel.
• Revenue from Cash Desk Sales, TDD.
• Ensure capability building of self.
• Scores on functional training-related tests.
• Ensure performance-driven culture.
• Adherence to Performance Management System timelines and guide.