Job - Details « Back


Posted DateDec 29, 2018CTCATTRACTIVE
IndustrySHIPPINGExperience10 To 15 Yrs


1) Sales Manager, Position 1 (Chennai). 
Department/Product: Sales
Position Designation: Sales Manager
Reporting to: Area Manager
Experience: 10-15 Years
Work Location: Chennai

Financial Ensure Monthly Budgets to be achieved for the Region & Area office for Shipments / Tons / Teus / TO & GP Monthly 40%
Ensure 100% Compliance with commercial policy for on time submission of credit approval form before execution of shipments for self and team and ensure due approval are in place. Monthly
Extend 100% support to Commercial team for account reconciliation where ever needed & All sales related disputes to be resolved in 30 days. Monthly
Support Joint visit with commercial team to A/B/C class customers to resolve ongoing issues Monthly
2 Process Mandatory EASI updates for Self & Team (Qualified Target Pipeline / Top 20 Opportunities / Visits / Joint Sales Visits) Monthly 30%
Random review of 100% adherence of Sales Team for EASI during weekly sales meetings Weekly
PROMT - Sales lead by self and team to be monitored and actioned within 5 working days. Weekly
Ensure weekly sales review & submission of Tuesday KPI report and monthly S&M report before 10th of every month. Monthly
CST report updates within 2 days of visit schedules & follow up reports of 4/8/12 weeks in EASI. Monthly report on industry and competitors information to GM / NSM by 7th of every month. Weekly & Monthly
Regular review on DSO monitoring (overdue accounts) for self and team. Weekly
Ensure 100% compliance as per ISO & support ISO audits along with HR / Finance Yearly
Participate and assist CO in conducting customer satisfaction survey twice in a year. Weekly
3 Customer Minimum top 30 self qualified Target customer (Minimum 4 A & 6 B Category customer) at any given point of time including focused Route / Vertical - SELF for both RSM & SMs Weekly 30%
Ensure Minimum 2 New customers to be gained by SELF for both RSM & SMs Monthly
Ensure Minimum 6-8 New Customer's to be gained by Sales Team (depending on size of sales) Monthly
Joint Calls with HOS, RDM & Vertical head & managers minimum 4 calls to prospective customer Quarterly
Joint Sales calls to qualified prospective customer's with overseas visitors Monthly
Minimum 40 visits to New qualified Customer's (individual / Sales Team /OPS / CS / RDM / Vertical / RSM) for SMs Monthly
Minimum 20 visits / JSVs to existing customers (individual / OPS / CS / TL / Vertical) Bi Yearly
Maintain a minimum of 200 target customer Category A / B & C with a focus of 40 per product for RSMs along with the Team Monthly
Maintain a minimum pipeline of 80 to 100 target customers category A / B & C with a focus of minimum 10 per product for SMs Monthly
Ensure Sales should have at any given point of time to maintain healthy target pipeline consisit of minimum 40 customers excluding Top 20. Monthly
Ensure Sales should adhere to the KPI of 4 qualified leads via PROMT & EASI Monthly
Minimum 30 visits along with Field Sales / SMs / Area Incharge / Vertical Head / RDM in a month to be recorded in EASI for RSMs Monthly
Total Weightage 100%

Company Profile

A leading Shipping & Freight Forwarding Organization