Key Consignor Executive (1 years diploma)

Key Consignor Executive click here

Brief Job Description
Key Consignor Executives are also known as Key Account Executives or Key Account Managers. Individuals
in this role, who work closely with key clients, are responsible for maintaining relationships with existing
key clients, identifying prospective key clients and develop business opportunities with them. They are an
integral part of the sales team who are responsible for managing the relationship with several key clients
of an organization.

Personal Attributes
This job requires the individual to work well with his/her team and achieve joint goals. The individual must
be able to prioritize and execute tasks within scheduled time limits. The individual should be able to
maintain high concentration levels throughout his/her shift.

Minimum Educational Qualification &
Experience
Graduate (in the relevant field)

OR
Graduate (in any field) with 1 Year of
experience relevant experience
OR

Diploma (2-year Diploma (after 12th Class)
in the relevant field) with 1 Year of
experience relevant experience
OR

12th Class with 4 Years of experience
relevant experience
OR
10th Class (+ 2 years of ITI) with 2 Years of
experience relevant experience
OR

Certificate-NSQF (Courier Executive – level
4) with 2 Years of experience relevant
experience
Minimum Level of Education for Training in
School

Pre-Requisite License or Training NA
Minimum Job Entry Age 18 Years
Last Reviewed On NA
Next Review Date NA
NSQC Approval Date
Version 3.0

Plan for key consignor sales activities

Description
This unit is about planning for key consignor sales activities
Elements and Performance Criteria
Generate sales plan and business development opportunities
To be competent, the user/individual on the job must be able to:
PC1. obtain relevant data/information from the organizations internal knowledge base to identify
market trends.

PC2. consolidate and review the data relevant to developing a sales plan and other business
development initiatives.
PC3. obtain relevant information from the crm database or other sources to compile a list of leads
Prepare for the meetings
To be competent, the user/individual on the job must be able to:
PC4. assess daily/weekly sales targets.

PC5. devise sales and relationship development strategies
PC6. analyze the time required to allocate for both relationship building and/or business
development activities for the day.

Knowledge and Understanding (KU)
The individual on the job needs to know and understand:
KU1. types of documentation used in organization and importance of the same
KU2. risk and impact of not following defined work, safety and security procedures
KU3. records to be maintained and the importance of the same
KU4. security procedures to be followed

KU5. escalation matrix for reporting identified problems
KU6. chain of command for reporting problems
KU7. knowledge of various clients and their requirements.
KU8. extensive knowledge of prospective clients and possible business opportunities.
KU9. implications of poor performance such as improper documentation and high error rate
KU10. an end to end understanding of all activities that will be done.

KU11. nature of the marketing/sales products carried along for sales and promotional activities
KU12. a clear understanding and extensive knowledge of the company and all services offered.
KU13. understanding of common problems and solutions for the same
KU14. knowledge to use the computer for electronic documentation of information
KU15. customer relationship management (crm) software knowledge to capture customer feedback
and draw analysis

KU16. knowledge of processes and differences in processes across clients/products
KU17. knowledge of advanced sales processes

KU18. ability to anticipate and resolve problems.

GS4. good reading skills, ability to comprehend written instructions
GS5. read and understand documents required for all sales activities.
GS6. communicate well with people of all levels.
GS7. communicate clearly and politely with customers.
GS8. share experiences and provide guidance to juniors and peers
GS9. act objectively, rather than impulsively or emotionally when faced with difficult/stressful or
emotional situations.

GS10. ability to make a judgment as to whether an issue is crucial, and escalate it if necessary.
GS11. flexibility to re-assess schedule in case of delays/additional orders
GS12. prioritize and execute tasks within the scheduled time limits
GS13. maintain schedules and punctuality. avoid absenteeism.
GS14. be a team player and achieve joint goals

GS15. manage a log of all sales activities and update them whenever required.
GS16. posses good customer service orientation.
GS17. groom oneself in a presentable manner.
GS18. handle customers with patience, adaptability and persuasiveness.
GS19. have a well-mannered/pleasant personality
GS20. identify trends/common causes for errors and suggest possible solutions to the sales
manager.

GS21. handle day to day problems like delays, staffing shortage, etc
GS22. assess client business needs and priorities to build apt solutions.
GS23. suggest methods to maximize sales.
GS24. ability to concentrate on task at hand and complete it without errors

Perform key consignor sales activities

Description
This unit is about performing key consignor sales activities
Elements and Performance Criteria
Build existing client relationship

To be competent, the user/individual on the job must be able to:
PC1. obtain a list of existing clients from the company’s sales database
PC2. prioritize the clients for contact, based on the previous relationship building calls made to
each of them

PC3. call the client’s office and enquire if they are available for a personal discussion (if
applicable).
PC4. if the client is open for a face-to-face discussion, travel to client’s office (check address in
sales database).
PC5. meet client in person to explain new service offerings, explain the benefits of the same and
also request feedback for current services offered.
PC6. convince client to opt for additional services
PC7. irrespective of the outcome, take note of client’s feedback before leaving
Generate sales through business development

To be competent, the user/individual on the job must be able to:
PC8. obtain a list of prospective clients from the company’s sales database.
PC9. prioritize the customers for contact, based on possibility of lead conversion.
PC10. call the customer’s office and enquire if they are available for a personal discussion (if
applicable)
PC11. if the customer is open for a face-to-face discussion, travel to their office (check address in
sales database)

PC12. if the customer is unavailable for a face-to-face discussion, request for another day and time
to call again.
PC13. give a brief explanation of the company and its offerings to the customer
PC14. enquire customer’s requirements and analyze the best choice of courier service offering
possible
PC15. based on conclusions arrived upon, recommend services as per customer requirement and
explain the benefits of the various services
PC16. describe the service features and benefits to the customer
PC17. listen to customer queries and answer the questions they ask
PC18. propose courier services packages.

PC19. negotiate cost of courier services.
PC20. if negotiation fails, request customer for adequate time to enquire with sales manager for a
revised service cost and payment terms.
PC21. collect payment details of customer/organization.

Knowledge and Understanding (KU)
The individual on the job needs to know and understand:
KU1. types of documentation used in organization and importance of the same
KU2. risk and impact of not following defined work, safety and security procedures
KU3. records to be maintained and the importance of the same
KU4. security procedures to be followed

KU16. knowledge of processes and differences in processes across clients/products
KU17. knowledge of advanced sales processes
KU18. ability to anticipate and resolve problems.

Perform Post key consignor sales activities

Description
This unit is about perform post key consignor sales activities
Elements and Performance Criteria
Follow-up with prospective clien
To be competent, the user/individual on the job must be able to:
PC1. contact leads using appropriate modes of communication, and at frequencies specified in
sales plan

PC2. analyze lead characteristics and devise customized strategies for lead conversion
PC3. implement lead conversion strategy on a timed manner
PC4. record new business development activities and lead responses on the crm database
Build market intelligence and track sales processes
To be competent, the user/individual on the job must be able to:
PC5. stay current with sales activities of competitors.
PC6. maintain constant familiarization of service offerings and developments in both the
organization and the industry.

PC7. contribute strategic information to the regional/national sales team including key results from
previous calls, updates on current target accounts and a review of the following weeks key
upcoming calls.
PC8. keep track of daily sales development and relationship building activities.
Knowledge and Understanding (KU)

The individual on the job needs to know and understand:
KU1. types of documentation used in organization and importance of the same
KU2. risk and impact of not following defined work, safety and security procedures
KU3. records to be maintained and the importance of the same
KU4. security procedures to be followed

KU15. customer relationship management (crm) software knowledge to capture customer feedback
and draw analysis
KU16. knowledge of processes and differences in processes across clients/products
KU17. knowledge of advanced sales processes
KU18. ability to anticipate and resolve problems.

Generic Skills (GS)
User/individual on the job needs to know how to:
GS1. prepare detailed reports for management.
GS2. ability to develop promotional material and create documents for internal understanding/use
GS3. good reading skills, ability to comprehend written instructions
GS4. read and understand documents required for all sales activities.
GS5. communicate well with people of all levels.

GS6. communicate clearly and politely with customers.
GS7. share experiences and provide guidance to juniors and peers
GS8. act objectively, rather than impulsively or emotionally when faced with difficult/stressful or
emotional situations.
GS9. ability to make a judgment as to whether an issue is crucial, and escalate it if necessary.
GS10. ability to write effective e-mails

GS11. flexibility to re-assess schedule in case of delays/additional orders
GS12. prioritize and execute tasks within the scheduled time limits
GS13. maintain schedules and punctuality. avoid absenteeism.
GS14. be a team player and achieve joint goals
GS15. manage a log of all sales activities and update them whenever required.
GS16. posses good customer service orientation.
GS17. groom oneself in a presentable manner.

GS18. handle customers with patience, adaptability and persuasiveness.
GS19. have a well-mannered/pleasant personality
GS20. identify trends/common causes for errors and suggest possible solutions to the sales
manager.

Maintain Health, Safety and Security measures during key consignor sales activities

Description
This unit is about maintaining Health, Safety and Security measures during key consignor sales activities
Elements and Performance Criteria
Maintain Health, Safety and Security measures during key consignor sales activities)
To be competent, the user/individual on the job must be able to:
PC1. Follow organization procedures with respect to documentation.

PC2. Adhere to security and privacy regulations of the company and the customer.
PC3. Recognize and report unsafe conditions and practices.
PC4. Comply with organization safety regulations and procedures in case of fire hazards, biohazards, etc.
PC5. Comply with local road safety regulations and procedures.

KU11. nature of the marketing/sales products carried along for sales and promotional activities.
KU12. a clear understanding and extensive knowledge of the company and all services offered.
KU13. understanding of common problems and solutions for the same
KU14. knowledge to use the computer for electronic documentation of information.
KU15. customer relationship management (crm) software knowledge to capture customer feedback
and draw analysis.

KU16. knowledge of processes and differences in processes across clients/products
KU17. knowledge of advanced sales processes
KU18. ability to anticipate and resolve problems.

Generic Skills (GS)

User/individual on the job needs to know how to:
GS1. prepare detailed reports for management.
GS2. ability to develop promotional material and create documents for internal
understanding/use.
GS3. ability to write effective e-mails

GS4. good reading skills, ability to comprehend written instructions.
GS5. read and understand documents required for all sales activities.
GS6. communicate well with people of all levels.
GS7. communicate clearly and politely with customers.
GS8. share experiences and provide guidance to juniors and peers.
GS9. act objectively, rather than impulsively or emotionally when faced with difficult/stressful or
emotional situations.

GS17. groom oneself in a presentable manner.
GS18. handle customers with patience, adaptability and persuasiveness.
GS19. have a well-mannered/pleasant personality
GS20. identify trends/common causes for errors and suggest possible solutions to the sales
manager.

GS21. handle day to day problems like delays, staffing shortage, etc.
GS22. assess client business needs and priorities to build apt solutions.
GS23. suggest methods to maximize sales.
GS24. ability to concentrate on task at hand and complete it without errors

Employability Skills (60 Hours)

Description
This unit is about employability skills, Constitutional values, becoming a professional in the 21st Century,
digital, financial, and legal literacy, diversity and Inclusion, English and communication skills, customer
service, entrepreneurship, and apprenticeship, getting ready for jobs and career development.

Scope
The scope covers the following :
Introduction to Employability Skills
Constitutional values – Citizenship
Becoming a Professional in the 21st Century
Basic English Skills
Career Development & Goal Setting
Communication Skills
Diversity & Inclusion
Financial and Legal Literacy
Essential Digital Skills
Entrepreneurship
Customer Service

Getting ready for Apprenticeship & Jobs
Elements and Performance Criteria
Introduction to Employability Skills
To be competent, the user/individual on the job must be able to:
PC1. identify employability skills required for jobs in various industries
PC2. identify and explore learning and employability portals
Constitutional values – Citizenship

To be competent, the user/individual on the job must be able to:
PC3. recognize the significance of constitutional values, including civic rights and duties,
citizenship, responsibility towards society etc. and personal values and ethics such as
honesty, integrity, caring and respecting others, etc.
PC4. follow environmentally sustainable practices
Becoming a Professional in the 21st Century

To be competent, the user/individual on the job must be able to:
PC5. recognize the significance of 21st Century Skills for employment
PC6. practice the 21st Century Skills such as Self-Awareness, Behaviour Skills, time management,
critical and adaptive thinking, problem-solving, creative thinking, social and cultural
awareness, emotional awareness, learning to learn for continuous learning etc. in personal
and professional life

Basic English Skills
To be competent, the user/individual on the job must be able to:

PC7. use basic English for everyday conversation in different contexts, in person and over the
telephone
PC8. read and understand routine information, notes, instructions, mails, letters etc. written in
English

PC9. write short messages, notes, letters, e-mails etc. in English
Career Development & Goal Setting
To be competent, the user/individual on the job must be able to:
PC10. understand the difference between job and career
PC11. prepare a career development plan with short- and long-term goals, based on aptitude

Communication Skills
To be competent, the user/individual on the job must be able to:
PC12. follow verbal and non-verbal communication etiquette and active listening techniques in
various settings
PC13. work collaboratively with others in a team

Diversity & Inclusion
To be competent, the user/individual on the job must be able to:
PC14. communicate and behave appropriately with all genders and PwD
PC15. escalate any issues related to sexual harassment at workplace according to POSH Act
Financial and Legal Literacy

To be competent, the user/individual on the job must be able to:
PC16. select financial institutions, products and services as per requirement
PC17. carry out offline and online financial transactions, safely and securely
PC18. identify common components of salary and compute income, expenses, taxes, investments
etc
PC19. identify relevant rights and laws and use legal aids to fight against legal exploitation

Essential Digital Skills
To be competent, the user/individual on the job must be able to:
PC20. operate digital devices and carry out basic internet operations securely and safely
PC21. use e- mail and social media platforms and virtual collaboration tools to work effectively
PC22. use basic features of word processor, spreadsheets, and presentations

Entrepreneurship
To be competent, the user/individual on the job must be able to:
PC23. identify different types of Entrepreneurship and Enterprises and assess opportunities for
potential business through research
PC24. develop a business plan and a work model, considering the 4Ps of Marketing Product, Price,
Place and Promotion

PC25. identify sources of funding, anticipate, and mitigate any financial/ legal hurdles for the
potential business opportunity
Customer Service
To be competent, the user/individual on the job must be able to:
PC26. identify different types of customers
PC27. identify and respond to customer requests and needs in a professional manner.
PC28. follow appropriate hygiene and grooming standards

Getting ready for apprenticeship & Jobs
To be competent, the user/individual on the job must be able to:
PC29. create a professional Curriculum vitae (Résumé)

PC30. search for suitable jobs using reliable offline and online sources such as Employment
exchange, recruitment agencies, newspapers etc. and job portals, respectively
PC31. apply to identified job openings using offline /online methods as per requirement
PC32. answer questions politely, with clarity and confidence, during recruitment and selection
PC33. identify apprenticeship opportunities and register for it as per guidelines and requirements

Knowledge and Understanding (KU)
The individual on the job needs to know and understand:
KU1. need for employability skills and different learning and employability related portals
KU2. various constitutional and personal values
KU3. different environmentally sustainable practices and their importance
KU4. Twenty first (21st) century skills and their importance

KU5. how to use English language for effective verbal (face to face and telephonic) and written
communication in formal and informal set up
KU6. importance of career development and setting long- and short-term goals
KU7. about effective communication
KU8. POSH Act
KU9. Gender sensitivity and inclusivity
KU10. different types of financial institutes, products, and services
KU11. how to compute income and expenditure
KU12. importance of maintaining safety and security in offline and online financial transactions
KU13. different legal rights and laws

KU14. different types of digital devices and the procedure to operate them safely and securely
KU15. how to create and operate an e- mail account and use applications such as word processors,
spreadsheets etc.
KU16. how to identify business opportunities
KU17. types and needs of customers
KU18. how to apply for a job and prepare for an interview
KU19. apprenticeship scheme and the process of registering on apprenticeship portal

Generic Skills (GS)
User/individual on the job needs to know how to:
GS1. read and write different types of documents/instructions/correspondence
GS2. communicate effectively using appropriate language in formal and informal settings
GS3. behave politely and appropriately with all
GS4. how to work in a virtual mode

GS5. perform calculations efficiently
GS6. solve problems effectively
GS7. pay attention to details
GS8. manage time efficiently
GS9. maintain hygiene and sanitization to avoid infection