Sales Manager | Mumbai (Lower Parel)
Location
Mumbai | India
Job description
Rentokil Initial
Rentokil Initial is an international business services company employing over 35,000 colleagues across 70 countries. We strive to protect people and enhance lives, for example by controlling pests, improving hygiene and improving interior spaces with plants and scenting. We are experts in the fields we operate in, investing in training, science, innovation and technology. Listening and acting on feedback is part of our culture to support colleagues and our customers. Rentokil Initial regards equality and fairness as a fundamental right of all of its colleagues. We live our values of Service, Relationships and Teamwork which were identified by our colleagues across the world. Find out more on careers.rentokil-initial.com
Job Responsibilities Achieving Sales Targets
- Plan the sales activities to achieve the annual sales targets
- Sales Targets to be planned keeping Branch Revenue, Jobbing and Contract requirements in mind.
- Make sure there is a prompt response to enquiries and maximum enquiries are converted into orders
- Ensure identification of new prospects and maximum conversion of the prospects into customers
- Ensure the sales team conducts detailed inspection and prepares quotation as per the defined guidelines
- Review quotations regularly to ensure the Gross Margin is achieved as per the RPCI norms
- Analyse sales trends and forecast the required changes in the plan on a monthly/weekly basis
- Ensure New Sales Productivity target per CSE as per AOP is achieved
- Ensuring Pipeline development based on conversion %
- Drive by handholding/ coaching and monitor day to day activities of the Sales Team to ensure the set targets are achieved
Customer Relationship Management
- Achieve renewal target of the Branch
- Encourage team members to identify the upselling opportunities to achieve the defined targets
- Regularly visit Existing customers along with team members to maintain a good liaison
- Ensure the Sales Team attends to customer complaints and provides required support to customers
- Ensure the team updates MPG on a regular basis
- Receivable Management
- Review the daily collection and set the plan to achieve the collection within defined timelines
- Ensure the predefined DSO is achieved
- Ensure timely submission of invoices & getting the necessary acknowledgements wherever necessary
- Develop Team
- Conduct morning meetings to set the agenda for the day
- Periodically review the performance of each Team Member and Conduct annual performance development review
- Analyze sales trends and come up with development plans
- Team Administration and Monitoring Systems
- Make sure the sales team completes all the required reports and update required apps/systems including DSP.
- Responsible for team attendance, approving leaves, sales related sign offs and sales colleague retention
- Ensure the team adheres to the safety guidelines and conducts SRAs as per the set process
- To ensure that the sales team is setting correct Customer expectations w r t pest management
- To ensure that the sales team collects correct information of the customer like, email address, 2 contact numbers & address with landmark are captured
- To train the sales team to sell the visits as per iCABS frequencies so that the Annual Template Calendars can be set for timely service delivery by the service planners
- To share & explain the cost sheet to operations along with details of material to be used. Also share customer expectation with operations before service delivery
- To ensure all the sales are delivered after being visible in iCABS for planning & execution via Service Companion. Timely punching of new sales in SRA so that sufficient lead time should be given to planners to execute the services. Service Scheduling is done in consultation with Service Planners. No commitment to customer on service scheduling
- Key Result Areas:
- Achieving total sales targets
- Develop new business opportunities & Upselling Opportunities
- Achieve Renewal Target
- Maintain Gross Margin as per RPCI norms
- Collection & DSO
- Timely Invoice Submission
- Develop & Manage Sales Team and Sales colleague retention
- Competencies (Skills essential to the role):
- Acting Commercially - Commercially viable decision making, retaining customers, Cost efficiency
- Delivering Results - Achieving Sales Targets, Adherence to timelines
- Managing Self - Organized, Composed and emphasizes on continuous self development
- Working with Others - Open, approachable, and supportive to team members and colleagues
- Displaying Leadership - Develop team, training, coaching, and mentoring
- Functional - Technically sound, Good understanding of Business Processes (DSP / Pipeline / Sales Process / Safety & Compliance)
Role Type / Key Working Relationships - People Manager
- External team- Customers and Customer representative
- Internal team- ABM/BM, Operations & Sales Colleagues, Planners
Requirements Educational Qualification / Other Requirement:
- For sales colleagues, in addition to PDR ratings, target achievement of 90%+ for last 2 year
- Should be able to converse well in English and the regional language as per the location applied
Benefits Equal Opportunities Rentokil Initial believes in supporting all employees to provide equal opportunities and avoid discrimination. We also place emphasis on workplace diversity which means that we are serious about creating an inclusive environment that accepts each individual's differences, embraces their strengths and provides opportunities for all colleagues to achieve their full potential.
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