Job Purpose
Leads the strategy execution by planning and implementing specific actions for the responsible segment within the assigned geography/ countries. Ensures execution of the agreed sales, selected cost from the P&L- and profitability related targets established by the Region by managing the subordinated field force and organizing high quality sales support infrastructure required in the execution of sales processes.
Key Accountabilities
- Rolls-out segment sales programs (including sales process-related knowledge and tools) and implements corporate promotions.
- Works closely with marketing to analyze present and future market trends and customer feedback for market segmentation and planning to aim for further market penetration.
- Develops and executes sales strategies in the marketplace securing achievement of expected bottom line result for the segment in the allocated region.
- Plans, monitors and periodically reports on execution of major sales activities conducted with regard to indirect and direct sales channel.
- Identifies significant business opportunities, pinpoints existing and/or potential problem areas and assists field force where appropriate.
- Provides feedback to understand how customers are utilizing our products and how well those products align versus competitive products. Primarily focusing on accounts and OEMs within the responsible segment.
- Input to price setting, carries out negotiations with accounts and OEMs within the responsible segment. Monitors and feeds back competitive pricing to marketing, has responsibility for implementation.
- Inputs demand forecast for regional segment sales plans. Feeds demand forecast to operations for tactical use and marketing for strategic (product planning) use.
- Develops, executes and monitors key performance indicators for regional sales team. Travels frequently respective to assigned budget; visiting major customers and stakeholders in the market.
- Promotes maintaining good relationships with major industry stakeholders, ensuring a positive company image and develops good customer relations by participating in major customer events.
- Plans and manages payment agreements with and behavior of customers.
- Be familiar with all the applicable corporate as well as site policies/procedures with regard to personal conduct and HSE standards and acting in compliance with all applicable regulations. Ensures reporting line is fully informed and acts in line with HSE and Compliance regulations
- Creates an open environment in the team where all people can perform at their best and stimulates the development of others and ensures an engaged team.
- 10 plus years of work experience in commercial roles such as sale or key account management in B2B environment
- Broad network in the coatings industry in the region is beneficial for the success of this role
- Excellent people management skills. Applies situational leadership, able to steer behaviour and exhibits cultural awareness
- Understands how various functional teams contribute to drive commercial success as excellent cross functional coordination is key for success in this role
- Must poses ability to influence peers and management.
- Must work in close coordination with Technical (R&D), technical service, supply chain and marketing functions
- Networks with key industry stake holders such as furniture makers associations; Building Products Manufacturers, etc.
Bachelor's Degree in business management; economics or chemistry
Competencies
Accepting Direction
Accepting Responsibility
Acquiring Information
AkzoNobel is an equal opportunity employer. We are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason, we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In accordance with applicable laws, we prohibit discrimination against any applicant or employee based on any legally-recognized basis, including, but not limited to: race, color, religion, sex (including pregnancy, lactation, childbirth or related medical conditions), sexual orientation, gender identity, age, national origin or ancestry, citizenship status, physical or mental disability, genetic information (including testing and characteristics), veteran status, uniformed servicemember status or any other status protected by federal, state or local law.
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Requisition ID: 26056
AkzoNobel