Date: Nov 5, 2024
Location: Bangalore, Karnataka, IN
Company: Hafele India Private Limited
KEY PURPOSE OF THE JOB (POSITION SUMMARY)
Key purpose of the job is to lead OEM business in the assigned region and drive sales to meet top line regional sales target and regional P&L for the said vertical. To supervise and assist team in expanding geographical coverage of the territory and grow customer base. To coach and develop the sales team for future opportunities and challenges.
Drive the region in the strategic manner to establish the strong presence of Hafele in sync with the vision of business and the organization.
KEY RESULT AREAS
- Development and achievement of Regional Sales Plan
- Ensure quality of sales & Customer Service.
- Appointment of Customers & OEM channel partners in non- represented areas
- Secondary Sales Management from OEM channel partners.
- Strengthening OEM Franchisee Operations and develop them in line of Organization plan.
- Execution and monitoring way of working in the region.
- To drive and strength the partnership with the key accounts and channel partners
- To work towards optimal productivity in terms of resources
Below listed are the tasks and responsibilities specific to your position.
STRATEGIC
Create regional sales plan in coordination with Business Head – OEM.
Set and manage credit control based on the recommendation of Area Managers.
Continuously monitor new product introductions, sales strategies and schemes and recommend necessary actions.
To offer special prices or schemes with approval of Business Head – OEM.
Continuously review sales performance data to identify issues/opportunities. Develop and execute action plans to fix issues and improve sales processes.
Market Intelligence – To monitor and review the key activities and initiatives taken by competitors.
To ensure that the relationship with the key accounts and channel partners reaches to maximum level and customer feedback related to service is also high.
OPERATIONAL
BUSINESS DEVELOPMENT:
To manage Key accounts personally and establish long standing relationships with Key OEMs, OEM Channel Partners in the region.
To keep track of any potential franchisees partners and pass on the information to the respective areas.
To remain abreast of new business opportunities.
To look for potential areas of growth in terms of geography and product portfolio.
To build and strategize relationship with the below three types of customers
1. Existing Customer – Existing, New Competitors Product, Application Product
2. New Customer
3. Lost / Revived Customer
To build relationship with the allied industry products.
CHANNEL MANAGEMENT
To conduct OEM Competency Mapping in terms of Financial position, reach and business Growth.
To periodically monitor performance of OEMs and take necessary actions for development.
To ensure that the regional team remains focused on their respective key OEMs and Secondary Sales in order to generate demand.
To update the customers about all new product releases of the company as soon as they are released.
To show agility and swiftness related to customer feedback at high level
OPERATIONAL Cont..
SOLUTION TO CUSTOMER QUERY:
To ensure that all customer complaints are immediately handled by the Sales/Technical Team.
OTHER INPUTS/REPORTS:
To be overall in charge of all the Sales operational issues in the region.
To submit consolidated Monthly activity report of the region to Business Head-OEM
To provide feedback about the product demand, market trend, product quality issues to the Product Management Team.
To assist HR department in Recruitment by conducting technical interviews of the candidates for Regional Team.
To review the Goals and Performance of the OEM Team in the region.
Any other function as may be intimated by the management from time to time.
DEVELOPMENTAL
Continuously review sales performance data to identify issues/opportunities. Develop and execute action plans to fix issues and improve sales processes.
Co-ordinate with Area Managers/Asst. Area Managers to ensure effective hiring, orientation, training, development and retention of sales team
DEVELOPMENTAL
OPERATING NETWORK
INTERNAL RELATIONSHIPS
| S.No. | DEPARTMENT | PURPOSE OF THE INTERACTION |
| 1 | Order Processing | For orders related issues. |
| 2 | Marketing | Promotions, Launches, Catalogues and New Product Information |
| 3 | Product Management | For DP/MRP, new products |
| 4 | Accounts | For collections of payment & C form |
| 5 | Franchisee Operations/D&I | For set up and management of Franchisees |
EXTERNAL RELATIONSHIPS
| S.No. | ENTITY | PURPOSE OF THE INTERACTION |
| 1 | Channel Partners/ End customers/ Key accounts | Relationship Management and Secondary Sales |
ROLE REQUIREMENT
| 1 | ESSENTIAL QUALIFICATION | Graduate + post graduate |
| 2 | PREFERRED QUALIFICATION | M.B.A / B.E. |
| 3 | CERTIFICATIONS ( IF ANY) | |
| 4 | EXPERIENCE | > 8-10 Years |
| 5 | AGE | >30 years |
| 6 | ADDITIONAL SKILLS: |
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COMPETENCIES
