Sr. Executive - Business Development

Hi,

We are pleased to invite you for the Senior Executive position to support our Sales team.

Key Responsibility Areas

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 customers 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.

2. Retentions:

• 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 .

3. Collections:

• 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

Knowledge:

• Should be able to use MS Excel to prepare & update MIS reports, to able to use MS-word to prepare quotations & MS-PowerPoint for client servicing and selling.

Skills:

• Should possess good verbal communication skills & presentation skills to put across ideas & thoughts to customers effectively, explain the products & provide support.
• Should possess good written communication skills to action emails & resolve customer & interdepartmental issues.
• Should possess basic analytical skills to understand business & market trends & to read & monitor MIS reports.
• Should possess effective negotiation & persuasive skills to convert a prospect into sales at the desired rates.
• Ability to plan ways to meet set targets & schedule the daily activities.
• Should be able to build rapport easily to increase contacts & build relationships.
• Should have good time management skills to allocate time appropriately to achieve addition, retention & collection objectives.

We look forward to reviewing your application!