Associate Territory Manager

1. 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.)

2. 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
• Follow-up and ensure closure of product specific sales leads forwarded by the telemarketing team or other departments
• 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
• Support sales capability building initiatives in the Area for all sales teams (including sales capability development of channel partners)
• 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
• Provide support to the Branch Sales Head in identification of opportunities for modification of existing product offering for increasing revenues/ profitability

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

3. Key Result Areas and Key Performance Indicators

S.No

Key Result Areas

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 certain 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

3.

Ensure timely collections for the Area

• Logic Remittance target

• Account Receivables (% 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

5.

Ensure Effective Development of New Products

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

6.

Ensure Performance Driven Culture

• Adherence to Performance Management system timelines and guidelines

7.

Drive employee morale and engagement

• Employee Attrition (%)