Territory Manager

POSITION TITLE - TERRITORY MANAGER - OEM

DEPARTMENT- SALES

FUNCTION- OEM

KEY PURPOSE OF THE JOB (POSITION SUMMARY)

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

KEY RESULT AREAS

1) Achievement of Sales Plan.

2) Sales cycle Management (Pre-Sales, Sales, Post Sales)

3) Appointment of OEM distributors/Direct OEMs in non-represented area.

4) Key accounts / CHANNEL MANAGEMENT (Primary and Secondary Sales Management through distributors)

5) Opportunity Analysis, Market Development, Market Intelligence, Increase in penetration, Customer Retention & Satisfaction

KEY FUNCTIONS & RESPONSIBILITIES

S.No. OPERATIONAL

1 CLIENT MANAGEMENT

• Managing existing clients on a regular basis.
• Market Mapping and identification of addressable potential
• Lead Cycle Management
• Key Account Management
• Channel Management (Managing complete Primary/Secondary through direct sales and through distributor.)
• Create awareness and penetration of newly launched products.
• To regularly monitor sales figures and product mix of the customers with respect to allotted territory.
• To provide regular feedback about product demand, market trend, competition, product quality issues to the Product Management Team. (market intelligence)

Market Intelligence

Increase in share E

2 BUSINESS DEVELOPMENT

• Regular meeting with existing customers stakeholders such as design, production, & technical team at OEMs factory & showrooms.
• Develop relations within industry to generate new leads.
• Conducting regular training sessions for customers and also take the support of the training team as and when required
• Work on specifications and offer customized solutions to suit customer needs.
• Provide demonstration and sampling of products.
• To provide existing, new and revived/lost customer with existing products/ substitute
  
  products/ new products or new application

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 timeline.
• To submit consolidated weekly and monthly activity reports to the Reporting Manager as per the assigned formats.

4 SOLUTION TO CUSTOMER QUERY

• To ensure that all customer complaints are handled on priority and feedback related to same is provided to customer and company.
• Review all customer queries and complaints from sales or directly from the customer, analyze the problem, and provide relevant solutions.
• Escalate new and unique issues to relevant people in the organization for knowledge and resolution
• Remain self-updated on product knowledge to enable appropriate solutions to customer queries.

S.No. DEVELOPMENTAL

1 To emphasize collaboration among other vertical colleagues across 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 - Payments

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 about the market intelligence

EXTERNAL RELATIONSHIPS

S.No. ENTITY - PURPOSE OF THE INTERACTION

1. Key Accounts - 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. ***

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