Territory Manager - 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

• Achievement of Sales Plan.


• Quality of Sales


• Appointment of distributors/dealers in non-represented area.


• Secondary/Tertiary Sales Management


• Customer Satisfaction


• Develop the overall region by helping executives in their respective areas.

Below listed are the tasks and responsibilities specific to your position.

STRATEGIC

• Achievement of Sales Plan.


• Quality of Sales


• Appointment of distributors/dealers in non-represented area.


• Secondary/Tertiary Sales Management


• Customer Satisfaction


• Develop the overall region by helping executives in their respective areas.

OPERATIONAL

CHANNEL MANAGEMENT

• Managing distributor and dealers of the region.


• Identify New Dealers and set up distribution channel in the region.


• Managing complete Primary/Secondary/Tertiary sales in the channel.


• Introduction of new products.


• Responsible for complete sales cycle of the region.


• Managing Display area of the franchisees/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.

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

SALES PERFORMANCE

• Responsible for achievement of sales targets for the region.


• 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.

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

INTERNAL RELATIONSHIPS

EXTERNAL RELATIONSHIPS

ROLE REQUIREMENT

COMPETENCIES