Key Account Manager : VFS
Description:
Job Description – Regional Head (Direct Sales)
Position: Key Account Manager Regional.
Department: Sales & Business Development
Location: Chennai
Reports To: AVP
Role Overview
The Role will be responsible for leading, managing, and driving sales performance across multiple centres within the assigned region. The role involves achieving revenue targets through direct sales, ensuring employee productivity, analyzing performance data, implementing sales strategies, and maintaining operational discipline on a day-to-day basis.
Key Responsibilities
1. Sales & Revenue Growth
o Drive daily sales from all centres under the region to achieve monthly,
quarterly, and annual revenue targets.
o Monitor and maintain sales funnel and conversion ratios.
o Implement region-specific strategies to increase market share.
2. Performance Monitoring & Reporting
o Track and report daily sales performance at individual, centre, and
regional levels.
o Conduct data analysis to identify trends, gaps, and opportunities.
o Share insights and corrective action plans with senior management.
3. Strategy & Execution
o Develop and execute new sales strategies tailored to the region.
o Introduce innovative methods to increase lead generation and improve
conversions.
o Ensure alignment of regional strategies with overall company objectives.
4. Team Leadership & Development
o Manage, coach, and motivate centre managers and sales teams to deliver
results.
o Conduct regular performance reviews and provide actionable feedback.
o Drive training initiatives to improve sales eƯectiveness and customer
engagement.
5. Operational Discipline
o Ensure centres maintain daily reporting discipline, sales MIS, and
compliance.
o Oversee resource allocation and optimize workforce productivity.
o Support centres in resolving escalated customer or operational issues.
Key Requirements (Skills & Qualifications)
Graduate / MBA in Sales, Marketing, or Business Management
5+ years of experience in direct sales, with at least 2-3 years in a team Manager role
Proven track record of achieving sales targets and leading large teams.
Strong analytical skills with the ability to interpret data and derive insights.
Excellent leadership, communication, and people management skills.
Proficiency in MS OƯice, CRM, and data reporting tools.
Key Responsibility Areas (KRAs)
1. Sales Performance
o Achieve 100 percent of assigned revenue targets for the region.
o Improve conversion ratio by X% (as defined by company goals).
2. Reporting & Analytics
o Ensure 100% compliance in daily/weekly/monthly sales reporting.
o Submit regional sales analysis and insights within defined timelines.
3. Strategy Implementation
o Roll out at least one new sales strategy/campaign per quarter.
o Drive adoption of new initiatives with measurable impact on sales growth.
4. Employee & Centre Productivity
o Improve average employee productivity (sales per person per day).
o Ensure underperformers are identified, counseled, and improved within
60 days.
5. Leadership & Team Development
o Conduct regular team reviews and training sessions (minimum once per
month).
o Maintain employee attrition rate below industry benchmark.
LEVEL OF EXPERTISE
Sales - 5 years (Must Have)
Leadership - 2 years (Must Have)
Finance - 3 years (Must Have)
Key Account Management - 5 years (Nice-to-Have)