Samir Farah

Branch Manager

 Identify current and prospective sales opportunities and develop forecasts, financial objectives and business plans for the branch  Develop and implement sales and profitability plans according to account management principles that ensure the development and maintenance of account plans  Direct all operational aspects of the branch to include distribution operations, customer service, human resources, administration and sales in a manner that supports reaching the profitability goals.  Oversee branch financial management  Assist general manager in developing branch and organizational objectives, and also in formulating policies and budgets  Communicate effectively with other branches and senior managers by sharing information on effective practices, competitive intelligence, business opportunities and needs  Address customer and employee satisfaction issues promptly  Cooperate fully with the Credit Department in extending and enforcing credit policy  Manage the branch honestly, follow high ethical standards, and comply with all government regulations  Ensure the safekeeping of company assets, including structures, equipment, inventory and cash  Maintain and enforce personnel policy  Select, promote and discharge employees within the branch in accordance with basic personnel policy  Evaluate regularly the effectiveness of the branch operation, to see that policies are being observed and that goals are being attained  Take prompt corrective action as needed  Participate actively in community, business and industry organizations to build a network of contacts that improve the presence and reputation of the branch and company in the local area  Achieve the profitability goals/objectives of the division/branch and organization  Maintain proficiency in computerized systems and other technologies as required  Increase personal knowledge and expertise in business, appropriate technology, etc.  Follow company policies and procedures

• Regular updates / reports to management on sales activities, client updates and addition of new services to the client market including monthly Business Development Report.
• Ensure sales people productivity is met of activity levels, KPIs and financial targets.
• Monitor timely payments by accounts.
• Ensure strict compliance of OneView (Sales Data System)
• Any other related duties / projects assigned by the direct report from time to time to meet the business exigencies
• Manage and monitor day-to-day Sales activities and focus on building revenue.
• Build a positive image and satisfaction among key customers and build long-term key account partnership.
• Assuring that overall policies and procedures set by top management are applicable and the work of the sales team are in accordance.
• Ensuring compliance with timely reporting and development of the Sales Process.
• Coordinate internal team and client issues, follow ups and process improvement with operations.
• Build key competencies in the Sales team for Account Management, market intelligence, key focus areas and verticals.
• Review sales performance and provide monthly Sales pipeline and Revenue reports.
• Regular Analysis of existing and pipeline customers for ensuring profitability and long-term retention.

• Prepare, execute, monitor and update at regular intervals the business plan for the department
• Monitor and improve key departmental productivity indicators including but not limited to:
o Shipments Per Desk (SPD)
o Revenue Per Desk (RPD)
o Expense Per Desk (EPD)
o Revenue Per Shipment (RPS)
o Revenue to Expense ratio
o Excel measurements
• Instill and foster a climate of compliance at all times to regulations. Internal policies and procedures and external government regulations or customer policies/requirements
• Build and maintain strong relationships with vendors (airlines, trucking companies, and others)
• Evaluate vendors at defined intervals per company policy, focusing on areas of possible improvement with corrective action plans where needed.
• Monitor shipment reports to ensure total customer satisfaction
• Assist District Manager with preparation of annual department budget.
• Meet monthly with District Manager to review department financial P&L and productivity results and goals
• Ensure company credit procedures are followed and utilized effectively.
• Manage accounts payable to vendors (airlines, truckers etc.)
• Ensure any contracts, vendor, customer or other, are reviewed in accordance to company contract policies prior to being signed
• Utilize TOP 20 ACCOUNTS and CLIENT REVENUE reports to continually evaluate the development of the departmental client base and the revenue distribution amounts and % of top clients, and work towards goal of balanced customer base (no more than 10% revenue by one customer)

• Actively develop business for department through active involvement in sales and retention process and close coordination with sales department.
• Ensure Quality Management Reviews and scorecards (QMRs) are completed with your regular customers.
• Pro-actively provide pricing alternatives, routing solutions and technical assistance to clients through internal sales both regional and global

• Orchestrate the sales processes
• Analyze the sales territory (Market analysis)
• Create and Manage the Business Plan
• Conduct regular customer training/awareness sessions
• Co-ordinate branch visits (when sales related)
• Create and Manage the Department’s Financial Budget
• Lead the building of operations and sales partnerships
• Conduct Branch Sales Program reviews
• Facilitate regular branch training sessions
• Recruit, Interview, Hire, and Terminate Sales staff
• Use TS (TeamSell) to identify DSE weaknesses & strengths
• Review needs assessment data (including flowcharts and facility diagrams)
• Use the feedback worksheets to focus discussion on what skill needs to be developed, and to manage the action plan for it.
• Administer the Sales Certification tests