Area Manager - Specification Job

KEY PURPOSE OF THE JOB (POSITION SUMMARY) To manage business development in the respective territory and build a healthy working relationship in the respective territory for effective approval and specification with influencers – Architects, Interior Designers, Project Management Consultants (PMC) and clients for entire Häfele range of Products. KEY RESULT AREAS To report competitor activity including new technologies, innovative solutions used, the pricing of their products, potential projects and other sales related issues in a concise manner. To build monthly & Quarterly project forecast based on pipeline opportunities and conversion. Share information with the Specification, Sales and Product leadership team to drive accuracy into demand planning process To grow the pipeline of projects within the given target market and maintaining professional relationships with key influencers. To increase brand awareness of Hafele within the given geographical area building on existing relationships as well as developing new relationships with Architects, Interior Designers, Project Management Consultants (PMC) and clients To Transform leads into project opportunities and enable indirect revenue generation. To provide support and product orientation to the Influencer Teams To deliver against established operational targets while maximizing sales opportunities and profitability To Drive specification process with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients To establish and maintain excellent influencer experience To ensure and enable approvals/specification for Project/Trade /Hospitality business units. KEY FUNCTIONS & RESPONSIBILITIES Below listed are the tasks and responsibilities specific to your position. STRATEGIC To report competitor activity including new technologies, innovative solutions used, the pricing of their products, potential projects and other sales related issues in a concise manner. To build monthly & Quarterly project forecast based on pipeline opportunities and conversion. Share information with the Specification, Sales and Product leadership team to drive accuracy into demand planning process To grow the pipeline of projects within the given target market and maintaining professional relationships with key influencers. To increase brand awareness of Hafele within the given geographical area building on existing relationships as well as developing new relationships with Architects, Interior Designers, Project Management Consultants (PMC) and clients To Transform leads into project opportunities and enable indirect revenue generation. To provide support and product orientation to the Influencer Teams To deliver against established operational targets while maximizing sales opportunities and profitability To Drive specification process with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients To establish and maintain excellent influencer experience To ensure and enable approvals/specification for Project/Trade /Hospitality business units. OPERATIONAL To lead or assist with regional team’s project coverage and conversions, proposals and presentations. To directly be responsible for certain potential clients and project opportunities; assist other members of the team in keeping commitments with the potential clients/projects. To liaise effectively with all team members to ensure that experiences and market understanding is shared effectively to help define strategy for Target regional team. Support and mentor new members of the team where appropriate To work with influencers on the proposals, specifications, product technical writing and solutions for Hafele range of products and also support conversion of our specifications to project sales revenue. To deliver specifications related presentations (product demonstrations), related documents and product samples and educating architects/ Interior Designers about new specification product introductions/launches as and when required To communicate internally across relevant functions about observations made in the market place that may represent areas for improvement or fresh opportunities To maintain accountability, set priorities, measure progress against the plan and coordinate for specification driven business development activities To Build and maintain a working knowledge of Hafele Product range & offerings to be technically proficient To manage, report and track projects and update about new ventures, influencers and their activities To report competitor activity including new technologies, innovative solutions used, the pricing of their products, potential projects and other sales related issues in a concise manner To Build monthly & Quarterly project forecast based on pipeline opportunities and conversion. Share information with the Specification and Sales leadership team to drive accuracy into demand planning process OPERATIONAL Cont.. DEVELOPMENTAL To assess and arrange product training for the key influencer teams with support of training department, required to cater Specification. To remain informed and updated with Product Knowledge, market trends, competition information to maneuver and develop business through Specification. OPERATING NETWORK INTERNAL RELATIONSHIPS S. No. DEPARTMENT PURPOSE OF THE INTERACTION 1 Sales Team Regarding Products specifications, quotes, negotiation till the closure of the projects/ Competition Information 2 Product Management Related to New products/upgradation in product/Sharing Market Trends/ Competition Information 3 Estimation Team For BOQ Quotation management and technical specification 4 Design Center Influencer team and customer visits to the Design center and Training/Self - Training EXTERNAL RELATIONSHIPS S. No. ENTITY PURPOSE OF THE INTERACTION 1 Customers/Influencers/Specifiers To drive the sales of overall product range and to get leads on potential projects 2 Key Accounts – Architects/Interior designers/ /Interior contractors/PMC Relationship Management ROLE REQUIREMENT 1 ESSENTIAL QUALIFICATION Graduate 2 PREFERRED QUALIFICATION Graduate + MBA 3 CERTIFICATIONS ( IF ANY) - 4 EXPERIENCE 3- 5 years 5 AGE 25 + years 6 ADDITIONAL SKILLS: Effective networking & relationship building skills Interpersonal Skills High Analytical skills to identify appropriate and relevant new business opportunities High Productivity Creative and Innovative Good Team Player COMPETENCIES Strategic Execution Coaching Putting Customer First Relationship Building Future Readiness Emotional Resilience Team Spirit Business Acumen Openness and Inclusion Market Intelligence PRODUCT KNOWLEDGE PROJECT PIPELINE GROWTH INFLUENCER MANAGEMENT BUSINESS ACUMEN REPORTS & ANALYSIS BUSINESS DEVELOPMENT