Date: 4 Oct 2024
Location: surat, Gujarat, IN
Company: Hafele India Private Limited
KEY PURPOSE OF THE JOB (POSITION SUMMARY)
To manage business development in the respective territory and build a healthy working relationship in the respective territory for effective approval and specification with influencers – Architects, Interior Designers, Project Management Consultants (PMC) and clients for entire Hafele range of Products.
KEY RESULT AREAS
- To report competitor activity including new technologies, innovative solutions used the pricing of their products, potential projects and other sales related issues in a concise manner.
- To build monthly & Quarterly project forecast based on pipeline opportunities and conversion. Share information with the Specification, Sales and Product leadership team to drive accuracy into demand planning process
- To grow the pipeline of projects within the given target market and maintaining professional relationships with key influencers.
- To increase brand awareness of Hafele within the given geographical area building on existing relationships as well as developing new relationships with Architects, Interior Designers, Project Management Consultants (PMC) and clients
- To Transform leads into project opportunities and enable indirect revenue generation.
- To provide support and product orientation to the Influencer Teams
- To deliver against established operational targets while maximizing sales opportunities and profitability
- To Drive specification process with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
- To establish and maintain excellent influencer experience
- To ensure and enable approvals/specification for Project/Trade /Hospitality business units.
KEY FUNCTIONS & RESPONSIBILITIES
STRATEGIC
- To report competitor activity including new technologies, innovative solutions used the pricing of their products, potential projects and other sales related issues in a concise manner.
- To build monthly & Quarterly project forecast based on pipeline opportunities and conversion. Share information with the Specification, Sales and Product leadership team to drive accuracy into demand planning process
- To grow the pipeline of projects within the given target market and maintaining professional relationships with key influencers.
- To increase brand awareness of Hafele within the given geographical area building on existing relationships as well as developing new relationships with Architects, Interior Designers, Project Management Consultants (PMC) and clients
- To Transform leads into project opportunities and enable indirect revenue generation.
- To provide support and product orientation to the Influencer Teams
- To deliver against established operational targets while maximizing sales opportunities and profitability
- To Drive specification process with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
- To establish and maintain excellent influencer experience
- To ensure and enable approvals/specification for Project/Trade /Hospitality business units.
OPERATIONAL
- To work with influencers on the proposals, specifications, product technical writing and solutions for Hafele range of products and also support conversion of our specifications to project sales revenue.
- To deliver specifications related presentations (product demonstrations), related documents and product samples and educating architects/ Interior Designers about new specification product introductions/launches as and when required
- To communicate internally across relevant functions about observations made in the market place that may represent areas for improvement or fresh opportunities
- To Build and maintain a working knowledge of Hafele Product range & offerings to be technically proficient
- To manage, report and track projects using the CRM tool to record and update about new ventures, influencers and their activities
- To report competitor activity including new technologies, innovative solutions used, the pricing of their products, potential projects and other sales related issues in a concise manner
- To Build monthly & Quarterly project forecast based on pipeline opportunities and conversion. Share information with the Specification and Sales leadership team to drive accuracy into demand planning process
OPERATIONAL Cont..
DEVELOPMENTAL
- To assess and arrange product training for the key influencer teams with support of training department, required to cater Specification.
- To remain informed and updated with Product Knowledge, market trends, competition information to maneuver and develop business through Specification.
OPERATING NETWORK
INTERNAL RELATIONSHIPS
S. No. | DEPARTMENT | PURPOSE OF THE INTERACTION |
1 | Sales Team | Regarding Products specifications, quotes, negotiation till the closure of the projects/ Competition Information |
2 | Product Management | Related to New products/upgradation in product/Sharing Market Trends/ Competition Information |
3 | Estimation Team | For BOQ Quotation management and technical specification. |
4 | Design Center | Influencer team and customer visits to the Design center and Training/Self - Training |
EXTERNAL RELATIONSHIPS
S. No. | ENTITY | PURPOSE OF THE INTERACTION |
1 | Customers/Influencers/Specifiers | To drive the sales of overall product range and to get leads on potential projects |
2 | Key Accounts – Architects/Interior designers/ /Interior contractors/PMC | Relationship Management |
ROLE REQUIREMENT
1 | ESSENTIAL QUALIFICATION | Graduate |
2 | PREFERRED QUALIFICATION | Graduate + MBA |
3 | CERTIFICATIONS ( IF ANY) | |
4 | EXPERIENCE | 3- 5 years |
5 | AGE | 25 + years |
6 | ADDITIONAL SKILLS: |
Effective networking & relationship building skills Interpersonal Skills High Analytical skills to identify appropriate and relevant new business opportunities High Productivity Creative and Innovative Good Team Player |
COMPETENCIES