Associate Territory Manager - TRM

Job Title

Associate Territory Manager

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
  
  

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
  
  

S.No

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 (%)