Territory Manager - Lighting || Hyderabad || Bangalore

POSITION TITLE - TERRITORY MANAGER - LIGHTING

DEPARTMENT- SALES

FUNCTION- LIGHTING

KEY PURPOSE OF THE JOB (POSITION SUMMARY)

To provide Lighting design for residential and commercial customers of Hafele lights.

To optimize the relation between the Influencers and Hafele in order to maximize the benefit for
both.

KEY RESULT AREAS

1) Achievement of Sales Plan

2) Quality of Sales

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

S.No. OPERATIONAL

1 CHANNEL MANAGEMENT

• Managing distributor and dealers of the area.
• Identify New Dealers and set up distribution channel in local areas.
• Managing complete Primary/Secondary/Tertiary sales in the channel.
• Introduction of new products.
• Responsible for complete sales cycle of the area.
• Managing Display area of the dealers.
• Conducting regular training of sales person of franchisees, distributors 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

2 BUSINESS DEVELOPMENT

• Regular meeting with Architects/Interior Designers.
• Regular meeting with High End Builders/IBs/Villas.
• Conducting regular architects meetings and trainings.
• Access and analyze market trends and dynamics and competitor behaviors

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 frames.
• To submit consolidated weekly activity reports for each region to the National Manager.

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.

S.No. DEVELOPMENTAL

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

OPERATING NETWORK

INTERNAL RELATIONSHIPS

S.No. DEPARTMENT - PURPOSE OF THE INTERACTION

1. Supply Chain - Execution of orders

2. Order Processing - Processing of orders

3. Accounts - Payment and C-form collection

4. Service/Customer Care - Any issues related to installation or complaints on services or
products

5. Product Management - Taking knowledge from Product Managers and updating
regularly feedbacks

EXTERNAL RELATIONSHIPS

S.No. ENTITY - PURPOSE OF THE INTERACTION

1. Franchisees/Distributors/Dealers - Relationship Management

2. Key Accounts - Architects/IDs/Developers - Relationship Management

*** This JD is indicative in nature & may not comprehensively cover all aspects of your job, which may be intimated to you time to time. ***

Send your Resume/CV to hrintern.bangalore-extern@hafeleindia.com