KEY PURPOSE OF THE JOB (POSITION SUMMARY)
To manage the sales and service in the respective territory for effective sales of assigned Häfele Products.
KEY RESULT AREAS
- Achievement of Sales Plan
- To ensure Quality of Sales
- To ensure reduction in DSO (45 days)
- To appoint dealers and franchisee in non-represented area
- To establish connect with Architect/ Interior designers/contractors to generate secondary sales
- To achieve value target in new products (launched after Jan 2017)
- To execute the Way of working format effectively on monthly basis
KEY FUNCTIONS & RESPONSIBILITIES
Below listed are the tasks and responsibilities specific to your position.
STRATEGIC
- Achievement of Sales Plan
- To ensure Quality of Sales
- To ensure reduction in DSO (45 days)
- To appoint dealers and franchisee in non-represented area
- To establish connect with Architect/ Interior designers/contractors to generate secondary sales
- To achieve value target in new products (launched after Jan 2017)
- To execute the Way of working format effectively on monthly basis
OPERATIONAL
CHANNEL MANAGEMENT
- Managing dealers of the region and build good relationship with them.
- Identify New Dealers in assigned region.
- To ensure that polices for appointment of customers are followed without exception.
- Managing secondary sales in the channel.
- Introduction and penetration of new products.
- Managing Display area of the dealers.
- Conducting regular trainings for sales person of franchisees and dealers.
- To regularly monitor sales figures and product mix of the customers/regions
- To provide feedback about the product demand, market trend, product quality issues to the Product Management Team.
- To ensure DSO target achievement and credit management (collections) of channel partners.
BUSINESS DEVELOPMENT
- Regular meeting with Architects/Interior Designers.
- Regular meeting with High End customers/IBs/Villas.
- To conduct regular architect meets and trainings
- To conduct regular trainings and awareness programs for contractors
- To establish new products in the market through awareness among all stakeholders
- To access and analyze market trends and dynamics and competitor behaviors and reporting the same to the immediate manager.
SALES PERFORMANCE
- To explain various incentive and promotion schemes of the company to the customers.
- To ensure that quotations and POs are sent to customers promptly.
- To take care of samples and other property issued by the company.
- Ensure timely billing to customer. Manage the collection process so that receivables are accrued within the prescribed time frames
- To submit consolidated Monthly activity reports to reporting manager
- Timely submission of claims of channel partners and CRM entries.
OPERATIONAL Cont..
DEVELOPMENTAL
OPERATING NETWORK
INTERNAL RELATIONSHIPS
S.No DEPARTMENT PURPOSE OF THE INTERACTION 1 Supply Chain Execution of orders 2 Order Processing Processing of orders 3 Accounts Payment and C-form collection 4 Service/Customer Care Any issues related to installation or complaints on services or products 5 Product Management Taking knowledge from Product Managers and updating regularly feedbacks.
EXTERNAL RELATIONSHIPS
S.No ENTITY PURPOSE OF THE INTERACTION 1 Franchisees/Distributors/Dealers Relationship Management 2 Key Accounts – Architects/IDs/Developers Relationship Management
ROLE REQUIREMENT
1 ESSENTIAL QUALIFICATION Graduate 2 PREFERRED QUALIFICATION B.E/ MBA 3 CERTIFICATIONS ( IF ANY) 4 EXPERIENCE 2-3 years 5 AGE >25 years 6 ADDITIONAL SKILLS:
Negotiation skills
Strategic thinking to drive sales of the assigned geography
Interpersonal skills
Ability to identify the market potential