Territory Manager: GKP

Job Title

Manager – Business Development / Territory Manager

Function

Commercial

Reports To

Branch Manager / Senior Branch Manager

Location

Prayagraj

Travel Required

25% ☐ 50% þ 75% ☐

Position Overview:

The Manager – Business Development / Territory Manager is responsible for driving revenue growth through effective sales process management across all product categories, including DP, International, Retail, Cargo, and E-Retail. This role involves overseeing the sales team, implementing strategic sales and marketing plans, and enhancing revenue through channel partners. Additionally, the Manager – Business Development monitors performance metrics and fosters strong relationships with key clients to ensure operational excellence and profitability.

Job Purpose:

To drive the revenue growth by managing the sales process for all product categories within the branch. This role focuses on implementing strategic sales initiatives, optimizing channel partner performance, and ensuring operational excellence.

Key Roles & Responsibilities:

Sales Strategy & Planning

• Develop and implement short-term and long-term sales strategies aligned with organizational revenue and profitability goals.

• Forecast sales trends, set performance targets, and devise action plans to achieve growth objectives across all product categories.

• Collaborate with the Regional Sales Head – Product to identify opportunities for new offerings or product modifications to drive revenue.

Sales Operations & Performance Management

• Monitor branch sales performance against targets, analyse deviations, and implement corrective measures to ensure consistent growth.

• Oversee the sales process to ensure compliance with Standard Operating Procedures (SOPs) and best practices.

• Drive revenue growth through effective channel partner management, including performance tracking and support initiatives.

Client Relationship Management

• Build and maintain strong relationships with key clients, decision-makers, and business partners to enhance customer satisfaction and retention.

• Negotiate rates, service terms, and offers in consultation with the Branch Head, ensuring adherence to pricing and profitability guidelines.

Financial Management

• Ensure timely collections and manage account receivables to meet financial targets and maintain healthy cash flow.

• Support the Branch Head in achieving overall profitability through effective cost control and revenue optimization.

Team Leadership & Capability Building

• Provide direction, coaching, and support to the sales team to drive performance and productivity.

• Ensure adequate staffing levels and foster a high-performance, target-oriented culture.

• Support capability-building initiatives, including sales training, skill enhancement, and performance evaluation programs.

Qualifications & Experience:

Education:

• Bachelor’s degree in business administration, Marketing, Sales, or a related field; a Master’s degree (MBA) is preferred.

• Relevant certifications in sales management or marketing are advantageous.

Experience:

• 3-5 years of experience in sales, marketing, or business development roles.

• Proven track record of driving revenue growth and managing branch operations within the logistics or express delivery industry.

• Strong experience in developing and executing strategic sales plans, monitoring performance metrics, and achieving financial targets.

Skills & Capabilities:

Technical Skills:

• Proficiency in sales management techniques and strategies.

• Strong understanding of market analysis and competitive landscape.

• Experience with data analysis and reporting tools to monitor sales performance.

• Knowledge of logistics and express delivery industry practices.

• Ability to develop and implement effective marketing plans.

Key Competencies:

• Strong leadership skills with the ability to motivate and develop a high-performing sales team.

• Excellent communication and interpersonal skills for building customer relationships.

• Strategic thinking and problem-solving abilities to drive sales performance.

• Adaptability and resilience in responding to changing market conditions.

• Customer-focused mindset with a commitment to delivering high-quality service and solutions.

Key Performance Indicators:

KRAs

KPIs

Revenue Growth

• % achievement of branch revenue targets

• % increase in overall sales volume year-over-year

• Revenue generated from new customer acquisitions

Customer Engagement

• Customer satisfaction score (NPS or similar metrics)

• % of customer complaints resolved within defined turnaround times

Operational Efficiency

• % adherence to operational cost targets (OCPK and OCPM)

• % of on-time deliveries

Team Development

• Employee engagement scores within the sales team

• % of team members participating in training and development programs

Market Expansion

• Number of new clients acquired in targeted segments

• % increase in market share for assigned product categories

Compliance and Reporting

• Timeliness of sales reporting to senior management

• % adherence to compliance standards and internal policies

Performance Management

• Adherence to performance management system timelines for sales staff

• % of sales team meeting or exceeding individual performance targets