Area Manager - Specification Job

Häfele India Private Limited; Mumbai; On-site; INR 600,000 - 900,000; Full time

Job summary

Häfele India Private Limited is seeking a driven Sales/BD professional to manage regional business development. You will engage Architects, Interior Designers, PMC and clients to grow Hafele’s project opportunities and convert leads into revenue.

The role demands strong networking, negotiation, and product specification skills, with 3-5 years of relevant experience. A Graduate degree is required, MBA preferred, and the position is based in Mumbai with an on-site work model.

Qualifications

• Graduate with 3-5 years of experience in sales or business development.
• MBA preferred for strategic sales roles.
• Experience in architectural/interior design industry is a plus.
• Strong interpersonal and networking capabilities.

Responsibilities

• Lead regional business development with Architects, Interior Designers, PMC and clients.
• Build and maintain influencer relationships to drive Hafele product specifications.
• Drive project opportunities and convert leads into revenue.
• Collaborate with Sales, Product, and Estimation teams to improve demand planning.
• Deliver product demonstrations, proposals, and technical specifications.
• Mentor and support team members in specification-driven activities.

Skills

Networking

Relationship building

Interpersonal skills

Analytical skills

Product knowledge

Team player

Education

Graduate

MBA

Job description

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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