Area Head

Job Title

Area Head

Function

Regional Business

Reporting to

Branch Head

1. Purpose

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

2. 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 new 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 clients in the area through regular interactions with key decision makers
• Drive reach enhancement initiatives like Tier 2 and Tier 3 cities expansion, RSP development etc in the area as per the organization strategy
• Ensure setup of “One-Retail” outlets in area as per plan
• Ensure timely, accurate and profitable delivery of shipments to customers as per contractual terms and conditions through oversight of operations at service centers and PUD centers covered under the area
• Ensure adherence to Standard Operating Procedures and Execution Excellence in the area (e.g. On-time delivery performance, Transit times, RTO reduction, reduction in errors etc)

·       Ensure adherence to all regulations and statutory compliances as applicable in the area

People

• Provide direction, guidance and support to area employees to help them discharge their duties effectively
• Monitor the performance of the team on a continuous basis to identify key performers
• Mentor and coach subordinates to develop the team’s capabilities and build a robust succession pipeline
• Ensure that the area is adequately staffed as per the manpower requirements

3. Key Result Areas and Key Performance Indicators

S.no

Key Result Areas

Key Performance Indicators

Drive growth of revenues and volumes in area

·   EBIT target for the area

·   % achievement on revenue target for area

·   % achievement on product-wise and channel-wise revenue targets for area

·   % growth in volumes in terms of number of pieces and tonnage in area

·   Achievement of product-wise yield targets (Yield / piece) in area

2.

Drive timely collections for the area

·   Account Receivables (% reduction in receivables in excess of 30 - 35 days)

·   Logic Remittance target

3.

Optimize costs in the area

·   % reduction in Operating Costs for the area (i.e. OCPK and OCPM)

4.

Drive Market Growth

·   % increase in revenues from SMEs from area

5.

Reach Enhancement

·   Support Expansion into Tier 2 and Tier 3 cities as per plan (through RSPs and BDEs)

·   Setup of 'One-retail' outlets as per plan

6.

Monitor area operations

·   Overall adherence to area service quality in terms of Net Service Levels (NSL)

·   Compliance to all applicable statutory and regulatory requirements in the area

7.

Ensure Performance Driven Culture

·   Adherence to Performance Management system timelines and guidelines

8.

Support Employee Capability Building

·   % Key area positions with identified successors / potential successors

9.

Drive employee morale and engagement

·   Employee Satisfaction Score of employees in area

·   % attrition in the area