Job Title

Area Head

Function

Regional Business

Reporting to

Branch Head

Purpose

Responsible for driving the area profit & loss through effective management of area sales, operations and support teams

Key Responsibilities

Responsibilities

Strategic

Support the Branch Head in development of short term and long term business plans for the branch in terms of revenues (volumes, profitability, number of customers, key accounts etc) and service delivery (delivery performance, transit times, net service levels, reach enhancement, etc)
Monitor area performance against the set targets / performance benchmarks and identify and drive implementation of corrective actions
Analyze the competitive landscape and competitor service offerings/ products and provide Branch Head with insights on potential recent products/ features within existing products

Financial

Responsible for development of the annual area budget by analyzing previous years’ performance and growth expectations/projections for the year




Undertake quarterly / monthly budget reviews to track and ensure adherence to the annual budget. Formulate action plans to manage deviations, if any
Evaluate profitability of all area customers on a periodic basis. Identify issues, if any, and develop plans to meet the set profitability targets
Track product-wise yields on a periodic basis. Identify issues, if any, and develop plans to meet the set yield targets
Monitor expenses under various heads to ensure adherence to budgeted costs for the area
Drive timely collections from all customers in the area and achieve account receivables related objectives (e.g. logic remittance, DSO, etc.) as per the targets

Operational

Responsible for driving area revenues and ensuring the growth of all products, services and channels in the area; Also drive revenues through channel partners (i.e. RSPs)
Responsible for smooth conduct of the entire sales management process in the area
Establish and maintain relationships with potential large

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