Territory Manager - Presales - Hospitality

STRATEGIC

1. To Know and measure the capabilities and performance of the competitors in the market, analyze metrics and trends in the industry and apprise leadership team of the current and anticipated market conditions

- This JD is indicative in nature & may not comprehensively cover all aspects of your job, which may be intimated to you time to time

2. To identify key business opportunities to develop the Hafele Project / Trade / Hospitality leads within the given geographical area, recognizing the key influencing firms and stakeholders

3. To Identify and pursue potential client/project opportunities; assist with determining appropriate product offerings in coordination with the Sales , Product and Estimation team, and organize strategic plan for pursuit of project /Site including marketing initiatives, events, etc. to ensure conversion of specifications to revenue

4. To develop strong new relationships with key strategic influencers along with maintaining ongoing relationships by ensuring active participation in target client industry trade associations, strategic community and industry activities for lead generation and foster collaborations across markets to improve visibility of the brand in the given geographical area.

5. To develop relationships with key specifiers in both the Trade (individual housing) and Project/Hospitality (Commercial verticals & Hotels), helping build a strong project pipeline.

6. Drive and resilience will be the key to building these relationships

OPERATIONAL:

1. 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.

2. 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

3. To communicate internally across relevant functions about observations made in the market place that may represent areas for improvement or fresh opportunities

4. To Build and maintain a working knowledge of Hafele Product range & offerings to be technically proficient

5. To manage, report and track projects using the CRM tool to record and update about new ventures, influencers and their activities

6. 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

7. To Build monthly & Quarterly project forecast based on pipeline opportunities and conversion.

8. Share information with the Specification and Sales leadership team to drive accuracy into demand planning process