Job definition & Competency profile

Job title Area Sales Manager Stream

(Team-, Specialist-, Projectmngt.)

Sector
Market Area Job family Sales
(BA/MA/Support)

Department/team Sales Reporting to Branch Manager

Job holder acts as substitute for Job holder will be substituted by

Power of attorney No Valid from

Surname Name

I Job definition (general activities)

Achieve Revenue Growth from Product/Solutions sales for the projects in the assigned geography, and for allocated customer segment (Residential/Commercial / Infra/Industrial Bu
Job purpose
market share, enhance profitability, maintain strong relationship with customers and channel partners for winning and executing orders.

% Themes Representative action (ensure, decide, realise, assist)

Relations
Function related tasks (independent from job holder) internal/external

Achieve targets for Revenue, Order Booking and Collections every month as per business plan for the allocated area in the respective
branch, with a strategic mindset for short term and long term horizon.

Identify and onboard new customers in the allocated segment ( Residential/Commercial) for business growth. Build strong relationships with
customers to ensure repeat and referrel orders.

Build the project pipeline and funnel in a way so as to achieve month on month revenue and OB targets.

Identify and maintain a list of top-10 customers from allocated segment to ensure regualr business.
Revenue generation by customer
1 relations and project portfolio External
management
Should have an expertise in handling projects business and acumen to deal with Residential and Commercial Builders, End Customers,
Contractors, Consultants.

Candidates handling only channel management are not desired.

Must have a disciplinary approach in terms of reporting such as customer visit reports, Project Trackers etc.

The candidate must be knowledgeable about value selling and capable of helping customers understand the value proposition of the
products and solutions, ensuring a higher likelihood of winning orders

Should have an acumen for technical understanding of the products being handled and an acumen to use technology / product features as a
pitch to generate sales from customers in the allocated segment.

To have a focus on solution sales with end customers in allocated segment.

Product knoweledge and
2 presentations to customers of External
Identify potential customers in the allocated segment, build relationships with them, make them aware about Hager Product/Solutions and the
allocated segment
value proposition. Create healthy pipeline from such new customers and execute the orders in timely manner to win customer Trust and
ensure repeat and referrel orders.

Should be able to handle a set of channel partners for routing projects and drive them for stock orders.
3 Channel Management External
Should have an earlier experience of collecting timely payments from channel partners.

4 Forecasting Analyze data from the project pipeline and forecast for the month with high degree of accuracy. External

Report new market trends, standards, installation habits; competitor activities their product portfolio & pricing, product launches by cutomers
5 Market intelligence etc. External

Special, individual tasks (in addition to function related job definition)

II Job requirements
Engineer from a reputed Engineering College / University . MBA in Marketing shall be an advantage.
Level of education & academic discipline
Proficiency in communication skills of Local language, Hindi and English. Good and effective communication skill is one of the basic essence of the

8+ years of experience in project sales.

Working experience (key activities)

Status: March 2011 843792044.xls - Job profile

Status: March 2011 843792044.xls - Job profile
Status: March 2011 843792044.xls - Job profile
nition & Competency profile

Sales

projects in the assigned geography, and for allocated customer segment (Residential/Commercial / Infra/Industrial Building Segment), increase
with customers and channel partners for winning and executing orders.

Relations Impact
internal/external full/contributory

External Full

External Full

Full

External Full

External Full

neering College / University . MBA in Marketing shall be an advantage.

skills of Local language, Hindi and English. Good and effective communication skill is one of the basic essence of the job.

ect sales.

Status: March 2011 843792044.xls - Job profile

Status: March 2011 843792044.xls - Job profile
Status: March 2011 843792044.xls - Job profile