KEY PURPOSE OF THE JOB (POSITION SUMMARY)

To manage the sales and service in the respective territory for effective sales CYCLE of assigned Häfele Products

KEY RESULT AREAS

1. Achievement of Sales Plan.
2. Sales cycle Management (Pre-Sales, Sales, Post Sales)
3. Appointment of OEM channel partners/Direct OEMs in non-represented area.
4. Key accounts / CHANNEL MANAGEMENT (Primary and Secondary Sales Management through channel partners)

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. Achievement of Sales Plan.
2. Sales cycle Management (Pre-Sales, Sales, Post Sales)
3. Appointment of OEM channel partners/Direct OEMs in non-represented area.
4. Key accounts / CHANNEL MANAGEMENT (Primary and Secondary Sales Management through channel partners)

OPERATIONAL

1    CLIENT MANAGEMENT
•    Managing existing clients on a regular basis.
•    Market Mapping and identification of addressable potential
•    Lead Cycle Management
•    Key Account Management 
•    Channel Management (Managing complete Primary/Secondary through direct sales and through channel partners.)
•    Create awareness and penetration of new launched products.
•    To regularly monitor sales figures and product mix of the customer’s with respect to allotted territory.
•    To provide regular feedback about product demand, market trend, competition, product quality issues to the Product Management Team.
•     Market Intelligence  To monitor and review the key activities and initiatives taken by the competitors    
2    BUSINESS DEVELOPMENT
•    Regular meeting with existing customer’s design & technical team at OEMs factory.
•    Develop relations within industry to generate new leads.
•    Conducting regular training sessions for customers with the help of training team.
•    Work on specifications and offer customized solutions to suit customer needs.
 •     Provide demonstration and sampling of products.
•     To build and strategize relationship with the below three types of customers of products.
Existing  Customer                                       New Customer                        Lost / Revived Customer                      

Existing      New             Competitors
Product       Application  Product

To build relationship with the allied industry products.    
3    SALES PERFORMANCE
•    Responsible for achievement of sales targets for the area. 
•    Ensure timely billing to customer. Manage the collection process so that receivables are accrued within the prescribed time line.
•    To submit consolidated Weekly and Monthly activity reports to the Reporting Manager as per assigned formats.

OPERATIONAL Cont..

4    SOLUTION TO CUSTOMER QUERY 
•    To ensure that all customer complaints are handled on priority and feedback related to same is provided to customer and company.
•    Review all customer queries and complaints from sales or directly from the customer, analyze the problem, and provide proper solutions. 
•    Escalate new and unique issues to relevant people in the organization for knowledge and resolution
•    Remain self-updated on product knowledge enabling appropriate solutions to customer queries.

DEVELOPMENTAL

To emphasize collaboration among other vertical colleagues across the region.    

OPERATING NETWORK

INTERNAL RELATIONSHIPS

EXTERNAL RELATIONSHIPS

ROLE REQUIREMENT

COMPETENCIES