Territory Manager - Trade And Franchisee Job (Aurangabad, Maharashtra, IN) at Häfele

KEY PURPOSE OF THE JOB (POSITION SUMMARY)

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

KEY RESULT AREAS

1. Achievement of Sales Plan
2. To ensure Quality of Sales
3. To ensure reduction in DSO (45 days)
4. To appoint dealers and franchisee in non-represented area
5. To establish connect with Architect/ Interior designers/contractors to generate secondary sales
6. To achieve value target in new products (launched after Jan 2017)
7. To execute the Way of working format effectively 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 ensure reduction in DSO (45 days)
4. To appoint dealers and franchisee in non-represented area
5. To establish connect with Architect/ Interior designers/contractors to generate secondary sales
6. To achieve value target in new products (launched after Jan 2017)
7. To execute the Way of working format effectively on monthly basis

OPERATIONAL

CHANNEL MANAGEMENT

• Managing dealers of the region and build good relationship with them.
• Identify New Dealers in assigned region.
• To ensure that polices for appointment of customers are followed without exception.
• Managing secondary sales in the channel.
• Introduction and penetration of new products.
• Managing Display area of the dealers.
• Conducting regular trainings for sales person of franchisees and dealers.
• To regularly monitor sales figures and product mix of the customers/regions
• To provide feedback about the product demand, market trend, product quality issues to the Product Management Team.
• To ensure DSO target achievement and credit management (collections) of channel partners.

BUSINESS DEVELOPMENT

• Regular meeting with Architects/Interior Designers.
• Regular meeting with High End customers/IBs/Villas.
• To conduct regular architect meets and trainings
• To conduct regular trainings and awareness programs for contractors
• To establish new products in the market through awareness among all stakeholders
• To access and analyze market trends and dynamics and competitor behaviors and reporting the same to the immediate manager.

SALES PERFORMANCE

• To explain various incentive and promotion schemes of the company to the customers.
• To ensure that quotations and POs are sent to customers promptly.
• To take care of samples and other property issued by the company.
• 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 reporting manager
• Timely submission of claims of channel partners and CRM entries.

OPERATIONAL Cont..

DEVELOPMENTAL

OPERATING NETWORK

INTERNAL RELATIONSHIPS 

EXTERNAL RELATIONSHIPS

ROLE REQUIREMENT

COMPETENCIES