Territory Manager

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 PlanTo ensure Quality of SalesTo ensure reduction in DSO (45 days)To appoint dealers and franchisee in non-represented areaTo establish connect with Architect/ Interior designers/contractors to generate secondary salesTo 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 PlanTo ensure Quality of SalesTo ensure reduction in DSO (45 days)To appoint dealers and franchisee in non-represented areaTo establish connect with Architect/ Interior designers/contractors to generate secondary salesTo 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/regionsTo 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 DEVELOPMENTRegular meeting with Architects/Interior Designers.Regular meeting with High End customers/IBs/Villas.To conduct regular architect meets and trainingsTo conduct regular trainings and awareness programs for contractorsTo establish new products in the market through awareness among all stakeholdersTo access and analyze market trends and dynamics and competitor behaviors and reporting the same to the immediate manager.SALES PERFORMANCETo 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 framesTo submit consolidated Monthly activity reports to reporting managerTimely submission of claims of channel partners and CRM entries. OPERATIONAL Cont.. DEVELOPMENTAL OPERATING NETWORK INTERNAL RELATIONSHIPS  S.NoDEPARTMENTPURPOSE OF THE INTERACTION1 Supply ChainExecution of orders2Order ProcessingProcessing of orders3AccountsPayment and C-form collection4Service/Customer CareAny issues related to installation or complaints on services or products5Product ManagementTaking knowledge from Product Managers and updating regularly feedbacks.EXTERNAL RELATIONSHIPS S.NoENTITYPURPOSE OF THE INTERACTION1Franchisees/Distributors/DealersRelationship Management2Key Accounts – Architects/IDs/Developers Relationship Management ROLE REQUIREMENT 1ESSENTIAL QUALIFICATIONGraduate2PREFERRED QUALIFICATIONB.E/ MBA3CERTIFICATIONS ( IF ANY)4EXPERIENCE2-3 years5AGE>25 years6ADDITIONAL SKILLS:Negotiation skillsStrategic thinking to drive sales of the assigned geographyInterpersonal skillsAbility to identify the market potential COMPETENCIES Execution Excellence Quality Consciousness Interpersonal Skills Drive Putting Customer First Analytical Ability Future Readiness Team Spirit Openness and Inclusion