The Job : The purpose of the job is to increase revenue for the company by meeting sales targets through new customers addition, retention and client servicing of existing customers. The incumbent would also be responsible for meeting revenue collection targets due from sales.
Key Responsibility Areas
1. New Business Additions
? Generate new business additions of minimum Rs. 25000/- every month for A class cities, Rs.15000/- every month for B-Class cities & Rs.8000/-pm for C class cities & develop continuous sales from the new sign-ups month after month.
? Generate 80% business as per the Client Master Form potential within 60days of sign ups.
? Develop & retain existing customers and achieve the base targets set on a monthly basis.
? Achieve 100% collection as per logic remittance target.
? Achieve minimum 90% collection within 30 days from the date of billing.
? Reduce Debtors turnover ratio.
4. Check, maintain & adhere to the sales administration process.
5. Competition Knowledge
Tasks & Duties
1. New Business Additions
? Devise plans to achieve monthly & yearly individual sales targets.
? Develop, Map & Identify prospect base through cold calling in the assigned area.
? Schedule appointments & meet with the identified potential clients generated from databases & those passed on by Telemarketing or any other department.
? Analyze the prospect's potential to identify & match the customer’s needs with the Blue Dart products & submit quotations in the prescribed format.
? Follow up with potential clients on a regular basis & close deals with the support of supervisors if required.
? Negotiate rates & service offers with customers in consultation with immediate superior/Branch head on a case to case basis.
? Fill & forward the CMF form (Client Master form), signed by customer & BM to the accounts department for generating codes & for the RH's approval.
? Take necessary approval for special rates & service offers from the Regional Head / VP through the Branch Manager.
? Collects data on our customers growth objectives and plans and identify growth opportunities.
? Analyze & understand the business cycle & sales projection for the month/year of existing customers in the assigned base.
? Meet existing customers regularly to maintain & develop new contacts within the company.
? Generate sales by identifying additional business opportunities with existing customers & cross selling of products.
? Monitor business generated from existing clients & work out solutions to revive business with clients showing a decline.
? Provide support to existing customers to close service issues with the assistance of CS / Operation/Accounts/EDP team.
? Attend monthly review meetings with Key Customers along with CS-Key accounts Executive.
? Inform customers through emails, personal visits & communication, brouchers about new products, technology updates, internal policy changes viz Rate Hike/FS Increase
? Prioritize debtors & develop plans to reduce outstanding.
? Recover both current /old outstanding from clients by regular follow-up.
? Deliver bills to certain key customers so as to reduce the payment cycle & to resolve billing disputes if any.
? Collect supporting advice/debits notes from the customers in case of any deductions in the bills.
? Assign responsibility of delivering bills & collecting cheques to operation & collection staff.
? Check, Maintain and adhere to the sales administration process
4. Check, maintain & adhere to the sales administration process
? Monitor Daily Sales Summary report on a regular basis to appraise on branch budgets, projections & individual additions.
? Maintain & update Daily Sales Report and prospect register on a daily basis as per the ISO norms.
? Update prospects details in Saffire software package on a daily basis.
? Analyze customer variance report on regular basis to monitor the performance of the existing clients.
? Maintain Blue Dart image by proper grooming & carry sales kit with prescribed communication material.
? Attend meetings with Branch Manager on regular basis to review individual budgets, targets & for issues requiring BM support.
? Generate MIS reports on individual collections, additions & projections as per the Branch Manager's requirement.
? Communicate & interact with Accounts/Operations/CS/EDP department for any additional supports to be provided to customers on billing issues Delivery/P-ups /Customer Complaints etc.
? Read & action all internal & external emails
5. Competition knowledge
? Collects information on all competitors organisational structure, products, USPs, pricing, promotional schemes and other activities and report these on a regular basis to branch head