| Key Accountabilities in Brief | Key Performance Indicators |
| Develop and own the Catchment Area BD plan, covering initiatives and actions to generate and sustain cargo volumes from identified catchment area cities across South-Central India and beyond. | Catchment Area BD Plan |
| Lead & manage the Territory BD team, identifying/setting targets, directing BD efforts and ensuring delivery of assigned targets | Attainment of Tonnage Targets |
| Identify new catchment regions/ customers/ commodities and provide solutions via Hyderabad through trade facilitation for generating cargo diversions via HYD and/or to prevent leakage of cargo to competing terminals. | Territory Team Pipeline Management/ No. of new Customers and Commodities |
| Collaborate with Operation/Security teams to create SOPs for special handling / Limited period projects/ New Projects | New Product / New Trade lane / New Projects SOPs |
| Review with the team members for effective monitoring & proactive actions in the market to drive the team towards objectives | Daily Sales Report |
| Periodical visits to catchment to maintain relationship with the Stakeholders and promote new solutions via Hyderabad. Address the Grievances through Internal Stakeholders and offering effective SOPs for the shipment | No. of Territory Visits/Month |
| Focus on High Yield Cargo from the Territory: Cold box solution providers like Envirotainer, Vaqtainer, SkyCell, Opticooler etc. for Pharma, Charter for AVI, Meat, Perishable, Marine etc. | Strategic Initiative Targets : No of Cool Chain Products and Volume during the year |
| Liaise with Govt/Regulatory Bodies in catchment area viz Customs, ICDs, CONCOR, PQ, AQ, APEDA, MPEDA Horti. Dept. Etc. to set up Processes and promote Transhsipment via Hyderabad | Regulatory Liaison & relationships |
| Build and leverage Strategic Business Partnerships with Regional Shippers / Agents/ Airlines / Truckers/ Regulatory Bodies and ensure AOP targets are achieved. | No. of strategic partnerships/MoUs/Agreements |
| Participate in Local / Regional / National / International trade conference regularly and generate leads & prospects through business networking. | Strategic Initiative Targets: No of regional events participated and no of leads generated |
| Drive and Promote Business and Marketing activities through Regional Road-shows & Customer Meets in catchment regions | Number of Such Marketing Initiatives |
| Gather Competitive Intelligence & Analyse market trends and provide inputs for fine tuning existing business strategy | Competitor Tonnage Reports/ Real-time Market Inputs |
| Design Annual Learning & Development Plan of the team
Conduct training programs for team’s skill enhancement |
Number of such training programs held. |
| External | Internal |
| Exporters, Importers | Air Cargo Departments- Operations, Safety & Security, Admin, Finance & BD |
| Trade Bodies – ACAAI, DACCAI, APEDA, MPEDA etc.. | Group departments – Corporate Communications, Corporate HQ Business Development etc |
| Freight Forwarders / CHAs / Logistics Companies | |
| Schedule Airlines, Non Schedule Operators, Adhoc Charters | |
| Regulatory / Government Agencies- Customs, PQ, AQ, MPEDA, APEDA etc | |
| Partners – Trucking Companies (Bonded, Non Bonded, Refer, Marketing Agencies, conference organizers etc) |