Exec - ATA Sales
DHL
Job Title
Responsibilities
Financial
路 Maximize branch revenue performance in terms of actual sales growth and profitability as against targeted numbers; Take appropriate steps to reduce deviations, if any
路 Enhance profitability of all branch customers and key accounts on a periodic basis; Identify issues, if any, and develop plans to meet the set profitability targets
路 Monitor and track product-wise yields on a periodic basis; Identify issues, if any, and develop plans to meet the set yield targets
Operational
路 Ensure adherence to Standard Operating Procedures (SOPs) for the branch sales
路 Maximize revenues for all products (DP, International, Retail, Cargo, E-Retail) in the branch through the effective sales strategies
路 Implement sales and marketing plans for driving revenues, market share and profitability of all products in the branch
- Ensure adherence to the product pricing guidelines
- Maximize branch revenues through development of channel partners
- Enhance percentage collections as per the set logic remittance and DSO targets
- Ensure updation of prospects (potential clients) details in SAFFHIRE software package on a daily basis
- Timely communicate & coordinate with internal & external customers on service issues, if any
Key Result Areas and Key Performance Indicators
| S. No | Key Result Areas | Key Performance Indicators |
|---|---|---|
| 1. | Growth in Branch Revenues | % achievement on product-wise revenue and channel wise revenue targets in the branch (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 branch |
| 3. | Drive enhancement in revenues via channel partners in the Branch | Revenue targets achieved as per plan through RSPs and other channel partners |
| 4. | Ensure timely collections for the Branch | Logic Remittance target |
| Account Receivables (% reduction in receivables in excess of 60 days, 90 days, 150 days) | ||
| 5. | Drive Sales capability, productivity and adherence to process | Adherence to Sales KPIs |
| 6. | Ensure Effective Development of New Products | Support in new Product Development and launch in Branch as per plan |