Hafele

POSITION TITLE - TERRITORY MANAGER - TRADE & FRANCHISEE DEPARTMENT- SALES FUNCTION - TRADE & FRANCHISEE KEY PURPOSE OF THE JOB (POSITION SUMMARY) To manage the sales and service in the respective territory for effective sales of assigned Hafele Products. KEY RESULT AREAS 1) Achievement of Sales Plan 2) To ensure Quality of Sales 3) To ensure reduction in DSO (50 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 S.No. STRATEGIC 1 To ensure Timely achievement of Top line targets for the territory. S.No. OPERATIONAL 1 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. 2 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. 3 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 . OPERATING NETWORK INTERNAL RELATIONSHIPS S.No. DEPARTMENT - PURPOSE OF THE INTERACTION 1) Supply Chain - For Execution of orders 2) Order Processing - For Processing of orders 3) Accounts - For 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

POSITION TITLE - TERRITORY MANAGER - APPLIANCES DEPARTMENT- SALES FUNCTION- APPLIANCES KEY PURPOSE OF THE JOB (POSITION SUMMARY) To manage the sales and service in the respective territory for effective sales of Hafele Appliances Product range. 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 KEY FUNCTIONS & RESPONSIBILITIES S.No. STRATEGIC 1 To offer special prices or schemes with approval of National Manager Appliances 2 Competition Intelligence and Territory Mapping to ensure wider and in-depth reach 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 timeline. To submit consolidated monthly activity reports for each region to the Leadership committee. 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 update the customers about all new product releases of the company as soon as they are released 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

POSITION TITLE - TERRITORY MANAGER - DISTRIBUTION DEPARTMENT- SALES FUNCTION- DISTRIBUTION KEY PURPOSE OF THE JOB (POSITION SUMMARY) To manage the sales and service in the respective territory for effective sales of assigned Hafele Products. KEY RESULT AREAS 1) Achievement of Sales Plan 2) To ensure Quality of Sales 3) To reduce DSO to 7 days and to collect C forms 4) To appoint new distributors in the assigned area 5) To establish contact with Retailers and carpenters to generate secondary sales 6) To ensure Effective execution of Way of working format on monthly basis KEY FUNCTIONS & RESPONSIBILITIES S.No. STRATEGIC 1 To ensure Timely achievement of Top line targets for the territory. S.No. OPERATIONAL 1 CHANNEL MANAGEMENT To manage distributors and retailers of the region and build good relationship with them. To identify new area of business in assigned area. To appoint new retailers and distributors after understanding the business requirement. To ensure that polices for appointment of customers are followed without exception. To manage complete Secondary sales in the channel. To manage Introduction of new products. To manage Display area of the retailers. To conduct regular training of carpenters and retailers sales person. To regularly monitor sales figures and product mix of the distributer. To provide feedback about the product demand, market trend, product quality issues to the Product Management Team. 2 BUSINESS DEVELOPMENT To establish major focus with key retailers to generate secondary sales. To conduct regular carpenter meetings and trainings. To access and analyze market trends and dynamics and competitor behaviors. 3 SALES PERFORMANCE To explain various incentive and promotion schemes of the company to the customers. To ensure that orders are sent to retailers promptly by distributors. To follow up for collection of C forms as per credit policy of the company. To 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 Manager Distribution. OPERATING NETWORK INTERNAL RELATIONSHIPS S.No. DEPARTMENT - PURPOSE OF THE INTERACTION 1) Supply Chain - For Execution of orders 2) OPD - For Processing of orders 3) Accounts - For Payment and C-form collection 4) Product Management - To acquire knowledge from Product Managers and updating regularly feedbacks. EXTERNAL RELATIONSHIPS S.No. ENTITY - PURPOSE OF THE INTERACTION 1.Distributors/Retailers/Carpenters - 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

Actively engage with customers to promote Hafele products Demonstrate product features & benefits Maintain product display & proper merchandising Support store team in achieving sales targets Report daily sales and customer interactions Provident fund Sales incentives

Actively engage with customers to promote Hafele products Demonstrate product features & benefits Maintain product display & proper merchandising Support store team in achieving sales targets Report daily sales and customer interactions Required Candidate profile Home or Kitchen Appliance Perks and benefits Sales Incentive Provident fund

POSITION TITLE: TERRITORY MANAGER - PROJECTs VERTICAL: PROJECTS KEY PURPOSE OF THE JOB (POSITION SUMMARY) To monitor and manage sales team in the respective area for Projects and Hospitality Vertical and properly assigning the sales representatives to grow Projects and Hospitality business. The job also involves managing and identifying new customers in the assigned Area. KEY RESULT AREAS 1 Achievement of area Sales target 2 Business Development in the assigned area 3 New Customer development 4 Solution to customer query 5 Identification of new Interior designers and Interior contractor to generate business 6 Develop annual sales plan of the area in co-ordination with Regional Manager. KEY FUNCTIONS & RESPONSIBILITIES S.No. STRATEGIC 1 Create the Area budget in coordination with Regional Manager Projects and Hospitality. S.No. OPERATIONAL A BUSINESS DEVELOPMENT: 1) To initiate, buildup, and develop successful customer base in the area. 2) To manage Key accounts personally and establish long standing relationships with Key customers in the area. 3) To work closely with the Sales Team to ensure that all Sales strategies are effectively implemented and executed on ground. 4) To monitor competitor new product introductions, sales strategies, pricing etc. B CHANNEL MANAGEMENT: 1) Create relationships with all project developers and maintain/ sustain healthy relationship by giving timely service. 2) Competency Mapping in terms of Financial position, reach and business Growth of interior contractor. 3) Monitoring live project report. 4) To focus on Secondary Sales through architects and interior contractors in order to generate demand. 5) To update the customers about all new product releases of the company as soon as they are released. C SOLUTION TO CUSTOMER QUERY: 1) To ensure that all customer complaints are immediately handled by the Sales/Technical Team. 2) Resolving conflict and driving smooth solution among other verticals. D BILLINGS AND COLLECTIONS: 1) Ensure proper billing to customer, DSO should not exceed 30-45 days. Manage the collection process so that receivables are accrued within the prescribed time frames. E OTHER INPUTS/REPORTS: 1) To provide feedback about the product demand, market trend, product quality issues to the Product Management Team 2) To send database of the customers to the marketing department to ensure updated mailing list at the head office. 3) To submit consolidated Monthly activity reports for each area to the Regional Manager S.No. DEVELOPMENTAL 1 Identify new projects and Interior contractor. 2 Continuously review sales performance data to identify issues/opportunities. Develop and execute action plans to fix issues and improve sales processes. 3 Co-ordinate with Regional managers to ensure effective hiring, orientation, training, development and retention of sales team. *** 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

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