KEY PURPOSE OF THE JOB (POSITION SUMMARY)

To manage the sales and service in the respective territory for effective sales of assigned Hafele Products.

KEY RESULT AREAS

1. Achievement of Sales Plan
2. To ensure Quality of Sales
3. To reduce DSO to 7 days and to collect C forms
4. To appoint new distributors in the assigned area
5. To establish contact with Retailers and carpenters to generate secondary sales
6. To ensure Effective execution of Way of working format on monthly basis

KEY FUNCTIONS & RESPONSIBILITIES

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

STRATEGIC

1. Achievement of Sales Plan
2. To ensure Quality of Sales
3. To reduce DSO to 7 days and to collect C forms
4. To appoint new distributors in the assigned area
5. To establish contact with Retailers and carpenters to generate secondary sales
6. To ensure Effective execution of Way of working format on monthly basis

OPERATIONAL

CHANNEL MANAGEMENT

• To manage distributors and retailers of the region and build good relationship with them.
• To identify new area of business in assigned area.
• To appoint new retailers and distributors after understanding the business requirement.
• To ensure that polices for appointment of customers are followed without exception.
• To manage complete Secondary sales in the channel.
• To manage Introduction of new products.
• To manage Display area of the retailers.
• To conduct regular training of carpenters and retailers sales person.
• To regularly monitor sales figures and product mix of the distributer.
• To provide feedback about the product demand, market trend, product quality issues to the Product Management Team.

BUSINESS DEVELOPMENT

• To establish major focus with key retailers to generate secondary sales.
• To conduct regular carpenter meetings and trainings.
• To access and analyze market trends and dynamics and competitor behaviors

SALES PERFORMANCE

• To explain various incentive and promotion schemes of the company to the customers.
• To ensure that orders are sent to retailers promptly by distributors.
• To follow up for collection of ‘C’ forms as per credit policy of the company.
• To 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 Manager – Distribution.

OPERATIONAL Cont..

DEVELOPMENTAL

OPERATING NETWORK

INTERNAL RELATIONSHIPS

EXTERNAL RELATIONSHIPS

ROLE REQUIREMENT

COMPETENCIES