KEY PURPOSE OF THE JOB (POSITION SUMMARY)

The incumbent shall be responsible for developing the sales & distribution of BU in all relevant channels viz. Trade, Franchisee & Distribution. Responsible for scanning of market environment to understand business opportunities. Strategize business plans & its proper implementation to achieve desired results. The role holder should ensure proper infrastructure development and its effective management. Provide leadership and direction to the team. Maintain healthy relationship with the partners

KEY RESULT AREAS

1. Responsible for developing annual sales budgets along with Business Head- Trade, Franchisee & Distribution, implementing sales plan, building sales forecast, monitoring the sales performance and take corrective actions based on competition activities to achieve annual targets.
2. To ensure planning and execution of Route to Market (RTM) and Go to Market (GTM) strategy for the brand
3. To drive expansion and create growth opportunities for Hafele Brand through Franchise development.
4. To create a robust distribution network with sufficient width as well as depth.
5. To plan, execute and evaluate trade marketing strategy to ensure efficient utilization of budgets
6. To develop and drive the commercial and distribution strategy in conjunction with marketing and /BU management.
7. To drive sales team to implement channel expansion plans and throughout to achieve primary and secondary channel objectives for portfolio mix
8. To ensure Implementation of all BTL activities, drive visible availability in all relevant channels.
9. To deliver operational excellence in terms of rolling sales forecast as well as commercial discipline by ensuring execution as per SOP.
10. To ensure penetration of new product in channel as well as among influencers and users.
11. Managing and developing the sales team comprising of Area Managers/Assistant Area Managers/Territory Managers/Senior Executives. 
12. To analyze market dynamics, competition behavior and executing strategies to capture market share
13. To ensure team members appear for monthly assessment and training.
14. To ensure achievement of DSO target

KEY FUNCTIONS & RESPONSIBILITIES

Below listed are the tasks and responsibilities specific to your position.

STRATEGIC

1. Responsible for developing annual sales budgets along with Business Head- Trade, Franchisee & Distribution, implementing sales plan, building sales forecast, monitoring the sales performance and take corrective actions based on competition activities to achieve annual targets.
2. To ensure planning and execution of Route to Market (RTM) and Go to Market (GTM) strategy for the brand
3. To drive expansion and create growth opportunities for Hafele Brand through Franchise development.
4. To create a robust distribution network with sufficient width as well as depth.
5. To plan, execute and evaluate trade marketing strategy to ensure efficient utilization of budgets
6. To develop and drive the commercial and distribution strategy in conjunction with marketing and /BU management.
7. To drive sales team to implement channel expansion plans and throughout to achieve primary and secondary channel objectives for portfolio mix
8. To ensure Implementation of all BTL activities, drive visible availability in all relevant channels.
9. To deliver operational excellence in terms of rolling sales forecast as well as commercial discipline by ensuring execution as per SOP.
10. To ensure penetration of new product in channel as well as among influencers and users.
11. Managing and developing the sales team comprising of Area Managers/Assistant Area Managers/Territory Managers/Senior Executives. 
12. To analyze market dynamics, competition behavior and executing strategies to capture market share
13. To ensure team members appear for monthly assessment and training.
14. To ensure achievement of DSO target

OPERATIONAL

BUSINESS DEVELOPMENT:

1. To manage Key accounts personally and establish long standing relationships with Key Dealers, Franchisee partners and professionals like architects, Interior Designers, Contractors in the region. 
2. To keep track of any potential franchisee partners and passes on the information to the respective areas.

CHANNEL MANAGEMENT:

1. To conduct Dealer Competency Mapping in terms of Financial position, reach and business growth.
2. To periodically monitor performance of Dealers and Franchisee partners.
3. To ensure that the regional team remains focused on Secondary Sales in order to generate demand.
4. To update the customers about all new product releases of the company as soon as they are released.

SOLUTION TO CUSTOMER QUERY:

1. To ensure that all customer complaints are immediately handled by the Sales/Technical Team.

OTHER INPUTS/REPORTS:

1. To be overall in charge of all the Sales operational issues in the region.
2. To submit consolidated Monthly activity report of the region to Business Head- Trade, Franchisee & Distribution
3. To provide feedback about the product demand, market trend, product quality issues to the Product Management Team.
4. To assist HR department in Recruitment by conducting technical interviews of the candidates for Regional Team.
5. To review the Goals and Performance of the Trade and Franchisee Team in the region.
6. To perform any other function as may be intimated by the management from time to time.

OPERATIONAL Cont..

DEVELOPMENTAL

1. To continuously review sales performance data to identify issues/opportunities. Develop and execute action plans to fix issues and improve sales processes.
2. To co-ordinate with Assistant Regional Managers to ensure effective hiring, orientation, training, development and retention of sales team

OPERATING NETWORK

INTERNAL RELATIONSHIPS

EXTERNAL RELATIONSHIPS

ROLE REQUIREMENT

COMPETENCIES