Distribution Manager

Job Title : Distribution Manager
Hierarchy Level : Manager
Functioanl Family : Sales
Location : Bangalore and Pune
Reporting : In accordance with HARTING corporate guidelines
Function targets : Managing sales performance of channel sales according to HARTING sales strategies to maximize HARTING products market exposure in India.

Job Descriptions:

• Responsible for developing and implementing sales and marketing strategies and programs with all strategic distributors and all distribution sales in India.
• Achieve sales revenue target and market shares in the industrial market of channel sales.
• Develop customer growth business plans by establishing and maintaining relationship with potential and existing distributors to strengthen market penetration.
• Work in conjunction with Marketing team in the region to identify and develop new market opportunities to grow the business.
• Monitor and ensure the efficient order processing, business fulfillment and inventory management for distribution sales.
• Keep track of distributors’ ranking and initiate programs to assist their sales plan to establish value proposition and enhance customer satisfaction Follow up problem delivery of distributors.
• Establish sales target for all distributors. Manage and motivate distributors to achieve business target.
• Generate sales report and forecast to provide and interpret market information and opportunity of channel sales business of India.
• Planning, developing and implementing of distribution sales strategies in India.
• Prepare sales reports and analysis reports of distributors periodoically.
• Strategic new distributor development and assessment (By market or regional).
• Distribution agreement management
• Distributor sales performance management
• Management of price negotiation & approval of distributors
• Distributor margin control
• Distributor review quarterly
• Distributor ZPKD approve
• Apply STP for product of distributors
• Coordinate transferred projects between regions among distributors in India
• Coordinate among distributors; coordinate between distributors and direct sales to ensure best profits always achieved within HARTING.
• Distributors new product training arrangement by regional
• Register on-going projects by distributors
• Distributor stock monitoring and management
• Distributor new project/customer registration

Qualification:

• University graduate in Electronics/ Electrical Automation
• At least 8 years’ sales experience in connectivity field or industrial area in which at least 4 years in handling channel sales or distribution management
• Complete and expert fluency in spoken and written English is a requirement
• Willing to travel extensively within India
• Be able to demonstrate sharp mind to sense trends and changes in the market, excellent communication and interpersonal skills and with good analytical mind, willing to learn, supportive, detailed, organized and presentable

Professional Compentencies:

• Strategic Planning
• Strategic Thinking
• Business and Financial Acumen
• Financial Acumen
• Analytical Skills
• Leadership
• Communication
• Negotiation Skills
• Sales Expertise
• Sales Experience
• CRM
• Champion Customer Satisfaction
• Demonstrate Ownership
• Trust and Collaborate
• Encourage and Empower
• Lead with Values and by Example
• Technical
• Manufacturing Experience
• Professional Suitability
• Maturity
• Break New Ground

Culture Competencies:

• Become better everyday
• Break new ground
• Champion customers satisfaction
• Demonstrate ownership
• Trust and collaborate