Assistant Sales Manager - North Kolkata

Rentokil Pci Sales Manager

Rentokil Pci is India's leading pest control service provider and a Rentokil Initial brand. Formed in 2017 through a joint venture between Pest Control India and Rentokil, it operates across 300 locations, aiming to set new standards in customer service. The company focuses on industry-leading operations through best practices, innovation, and digital technologies. In 2024, Rentokil Pci strengthened its market leadership by acquiring HiCare, expanding its services and footprint further.

About the Role

The ASM (with Team) shall be responsible for leading branch sales with a focus on new business, managing personal targets, and developing a high-performing sales team.

The person will report to the Branch Manager and will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.

Job Responsibilities

Sales

• Plan sales activities to meet annual targets aligned with branch revenue, jobbing, and contract goals
• Ensure prompt response to enquiries and maximize conversion into orders
• Identify new prospects and convert them into customers
• Ensure the sales team conducts detailed inspections and prepares quotations per defined guidelines
• Review quotations to meet Gross Margin targets as per company norms
• Analyse sales trends and adjust sales plans on a monthly/weekly basis
• Achieve new sales productivity targets per CSE as defined in AOP
• Develop and maintain a strong sales pipeline based on conversion percentages
• Monitor and drive daily activities of the sales team to ensure achievement of set targets

Customer Relationship Management

• Achieve the renewal targets of the branch
• Promote upselling initiatives among team members to meet defined goals
• Conduct regular visits to existing customers with team members to strengthen relationships
• Ensure customer complaints are addressed by the sales team and appropriate support is provided
• Ensure regular updates to the MPG (Monthly Performance Grid) by the team

Receivable Management

• Review daily collections and set actionable plans to meet timelines
• Ensure predefined DSO (Days Sales Outstanding) targets are met
• Oversee the timely submission of invoices and necessary acknowledgements

Team Development

• Conduct daily morning meetings to set the agenda
• Periodically review individual team member performance
• Conduct annual performance development reviews
• Analyse sales trends and design appropriate development plans

Team Administration & Monitoring Systems

• Ensure timely and accurate completion of reports and system updates (e.g., DSP)
• Oversee team attendance, leave approvals, sales sign-offs, and retention efforts
• Ensure adherence to safety protocols and completion of SRAs as per process
• Guide the team in setting correct customer expectations related to pest management
• Ensure accurate customer data capture
• Train the team to sell visits as per iCABS frequencies for calendar-based service planning
• Share cost sheets and material details with Operations; communicate customer expectations in advance
• Ensure all sales are visible in iCABS for execution and are scheduled in consultation with Service Planners
• Avoid customer commitments on scheduling without confirmation from planners

Key Result Areas

• Achieve Total Sales Targets (as per AOP)
• New Business Development & Upselling
• Achieve Renewal Target
• Maintain Gross Margin as per company norms
• Collection & DSO
• On-Time Invoice Submission
• Sales Team Development & Retention

Competencies (Skills essential to the role):

• Commercial Acumen & Customer Retention
• Result Orientation
• Self-Management
• Team Collaboration & Approachability
• Team Leadership & Development
• Technical & Process Expertise
• Effective Communication