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

1. 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.
2. 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
3. To grow the pipeline of projects within the given target market and maintaining professional relationships with key influencers.
4. 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
5. To Transform leads into project opportunities and enable indirect revenue generation.
6. To provide support and product orientation to the Influencer Teams
7. To deliver against established operational targets while maximizing sales opportunities and profitability
8. To Drive specification  process with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
9. To establish and maintain excellent influencer experience
10. 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

1. 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.
2. 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
3. To grow the pipeline of projects within the given target market and maintaining professional relationships with key influencers.
4. 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
5. To Transform leads into project opportunities and enable indirect revenue generation.
6. To provide support and product orientation to the Influencer Teams
7. To deliver against established operational targets while maximizing sales opportunities and profitability
8. To Drive specification  process with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
9. To establish and maintain excellent influencer experience
10. To ensure and enable approvals/specification for Project/Trade /Hospitality business units.

OPERATIONAL

1. To lead or assist with regional team's project coverage and conversions, proposals and presentations.
2. 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.
3. 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
4. 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.
5. 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
6. To communicate internally across relevant functions about observations made in the market place that may represent areas for improvement or fresh opportunities
7. To maintain accountability, set priorities, measure progress against the plan and coordinate for specification driven business development activities
8. To Build and maintain a working knowledge of Hafele Product range & offerings to be technically proficient
9. To manage, report and track projects and update about new ventures, influencers and their activities
10. 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
11. 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

1. To assess and arrange product training for the key influencer teams with support of training department, required to cater Specification.
2. 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