KEY PURPOSE OF THE JOB (POSITION SUMMARY)

The key purpose of the job is to manage all aspects of the business of the Hafele Architectural Lighting business 
for Pan India.

KEY RESULT AREAS

1 Achievement of Sales Plan.
2 Influencer Activation and Management.
3 Appointment of distributors/dealers in non-represented area.
4 Secondary/Tertiary Sales Management
5 Customer Satisfaction
6 Develop the overall region by helping executives in their respective areas.

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

OPERATIONAL

CHANNEL MANAGEMENT 
• Work closely with the regional team to full fill the assigned sales budget of the region. 
• Managing Direct dealers across India.
• Identify New Dealers and define go to market plan.
• Managing complete Primary/Secondary/Tertiary sales in the channel.
• Introduction of new products. 
• Responsible for complete sales cycle.
• Appoint new dedicated brand stores in the market. Lighting brand stores are called
Licht Experience center.
• Onboard Premium lighting dealers, Automation consultants and Turn-key solution 
providers for Architectural lighting business.
• Conducting regular training of salesperson/designers of brand stores, distributors and 
dealers.
• To regularly monitor sales figures and product mix of the customers/regions.

• To provide feedback about the product demand, market trend, and product quality 
issues to the Product Management Team.

BUSINESS DEVELOPMENT
• Regular meetings with Lighting Designers, Lighting Consultants, Architects, Interior 
Designers and Electrical contractors.
• Design and Implement Influencer loyalty programs. 
• Conduct monthly Influencer engagement activities. 
• Work in close coordination with internal Hafele team of Specification, Design center 
and Training. 
• Regular meeting with High End Builders/IBs/Villas.
• Conduct competition benchmarking and share good practices from the market.
• Access and analyze market trends to provide voice of customers. 
40%
3
SALES PERFORMANCE
• Responsible for the achievement of sales budget for across India.
• Ensure timely billing to customer. Manage the collection process so that receivables 
are accrued within the prescribed time frames
• To submit consolidated Weekly and monthly activity reports for each region to the 
National Manager.
20%
4
SOLUTION TO CUSTOMER QUERY 
• To ensure that all customer complaints are immediately handled.
• 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

OPERATIONAL Cont..

DEVELOPMENTAL

To assist and support Sales Executives of the region in development of the region

OPERATING NETWORK

1) Supply Chain Execution of orders
2) Lighting Designers Light Planning and Design 
3)
Design and 
Implementation Appointing new Brand stores- Licht Experience center and Hafele Design 
Studio.
4) Training Planning training and creating assets for promoting sales.
5)
Order Processing Processing of orders.
6)
Accounts and Business 
finance control Payment collection and Claims settlement.
*** This JD is indicative in nature & may not comprehensively cover all aspects of your job, which may be intimated to you 
time to time.
7)
Service/Customer Care Pre Sales site visit and Post sales installation or complaints on services or 
products
8)
Product Management Gain knowledge from Product Category Managers and give market 
feedback on new product requirement/product refresh.
EXTERNAL RELATIONSHIPS
S.No. ENTITY PURPOSE OF THE INTERACTION
1)
Brand 
store/Distributors/Direct 
Dealers
Relationship Management
2)
Influencer Management 
Architects/IDs/Develope
rs
Relationship Management

ROLE REQUIREMENT

1 ESSENTIAL QUALIFICATION Graduate
2 PREFERRED QUALIFICATION B.E./MBA
3 CERTIFICATIONS (IF ANY)
4 EXPERIENCE > 7Years
5 AGE > 28 Years
6
ADDITIONAL SKILLS:
Good industry knowledge
Prior working experience of Influencer Management. 
Good negotiation skills.
Excellent communication and people management skills
Problem solving skills with ability to drive ideas and solutions

COMPETENCIES