KEY PURPOSE OF THE JOB (POSITION SUMMARY)

The position is responsible for monitoring and managing sales team in the respective Area for Trade and Franchisee Vertical and properly assigning those sales representatives to grow dealer base. The job also involves managing and appointing new customers in the assigned area.

KEY RESULT AREAS

1. To develop and achieve the Area Annual Sales Plan.
2. To ensure achievement of value target in different product categories (Architectural Hardware, Furniture fittings, Glass fittings, Kitchen fittings and Sliding Fittings
3. To ensure secondary sales, range selling and establishment of new products
4. Appointment of Dealers and Franchisee in non-represented areas.
5. To achieve the value target in new products
6. To ensure Market Development and Demand Generation activity for influencers and users
7. Execution of an effective Way of working (WOW) and a CRM through Sales Executives/ Sr. Executive/Territory Managers
8. To ensure team members appear for monthly assessment and training.
9. To ensure achievement of DSO target

KEY FUNCTIONS & RESPONSIBILITIES

Please list your primary tasks & responsibilities that are specific to your position. Indicate an estimate of percent of work time spent on each - over the span of the year (it should not exceed 100%)

STRATEGIC

1. To develop and achieve the Area Annual Sales Plan.
2. To ensure achievement of value target in different product categories (Architectural Hardware, Furniture fittings, Glass fittings, Kitchen fittings and Sliding Fittings
3. To ensure secondary sales, range selling and establishment of new products
4. Appointment of Dealers and Franchisee in non-represented areas.
5. To achieve the value target in new products
6. To ensure Market Development and Demand Generation activity for influencers and users
7. Execution of an effective Way of working (WOW) and a CRM through Sales Executives/ Sr. Executive/Territory Managers
8. To ensure team members appear for monthly assessment and training.
9. To ensure achievement of DSO target

OPERATIONAL

1.  BUSINESS DEVELOPMENT:
 

1. To manage Key accounts personally and establish long standing relationships with Key Dealers and Franchisee partners, leading architects and IDs in the Are
2. To get the team members to focus on Secondary Sales through architects and interior contractors in order to generate demand
3. To monitor new product introductions by competitors, sales strategies and schemes.
4. Engagement with Architects and interior Designers for trainings, specification and lead generation
5. To Conduct regular training of carpenters and Partner’s sales person
    

2.  CHANNEL MANAGEMENT:
 

1. To conduct Dealer Competency Mapping in terms of Financial position, reach and business growth.
2. To create partner relationships as required and maintain/ sustain healthy partner relationships.
3. To periodically monitor performance of Dealers /Distributors and Franchisee partners.
4. To keep track of any potential franchisees partners and appoint Franchisee.
5. To recommend credit limits and credit period for customers.
6. To update the customers about all new product releases of the company as soon as they are released.
7. To establish new products among the influencers, users and channel partners
8. To appoint new partners in non-represented areas as per policies of the company
    

3.  SOLUTION TO CUSTOMER QUERY:

1. To ensure that all customer complaints are effectively handled by the Sales/Technical Team as early as possible
    

4.  BILLINGS AND COLLECTIONS:
 

1. To ensure timely billing to customer. Manage the collection process so that receivables are accrued within the prescribed time frames
    

5. OTHER INPUTS/REPORTS:
 

1. To provide feedback about the product demand, market trend and product quality issues to the Product Management Team
2. To assist HR department in Recruitment by conducting technical interviews of the candidates for Trade and Franchisee team
3. To submit consolidated monthly activity reports for each area to the Regional Manager
4. To review/guide Team members on all Sales and Non Sales related activities under purview of the company, periodically and coaching/mentoring them for enhanced productivity
5. To ensure that claims of partners, CRM entries and franchisee Review are done as per policies

OPERATIONAL Cont..

DEVELOPMENTAL

To co-ordinate with Senior managers to ensure effective hiring, orientation, training, development and retention of sales team.

OPERATING NETWORK

INTERNAL RELATIONSHIPS

EXTERNAL RELATIONSHIPS

ROLE REQUIREMENT

COMPETENCIES