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
COMPETENCIES
Execution ExcellenceQuality ConsciousnessInterpersonal SkillsDrivePutting Customer FirstAnalytical AbilityFuture ReadinessTeam SpiritOpenness and Inclusion
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