Key Account Representative Specialty

We supply the sustainable and innovative paints and coatings that our customers, communities – and the environment – are increasingly relying on. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than 150 countries and have set our sights on becoming the global industry leader. It’s what you’d expect from a pioneering paints company that’s committed to science-based targets and is taking genuine action to address globally relevant challenges and protect future generations.

For more information please visit www.akzonobel.com.

© 2023 Akzo Nobel N.V. All rights reserved.

Job Purpose

The purpose of this role is to be the frontline sales person who is responsible for the execution of agreed sales and profitability targets established by the business within the assigned sales area by developing adjacent product category with existing or new customers by executing and monitoring sales in his/her territory in order to achieve target sales and all KPI’s within set policies to support the achievement of area’s goals and objectives.

This role interaction with Territory Officer and Retail Sales Manager are acting as catalyst and supporting to improve adjacent category performance.

Key Accountabilities

• Deploy NOO program and strategy to distributors, review and analyze the result
• Deploy sales force to support the implementation of Sell Out and Offtake promotion programs
• Maintain day to day and direct contact with distributors in his/ her respective area, representing AkzoNobel in a professional manner to achieve target sales volume and value and all other Sales KPI’s within set policies to support the achievement of company’s goals and objectives, For adjacent category.
• Establish business relationship with wood market potential customer (Wood Workshops, wood coating special store, etc)
• Analyze historical sales performance for his/ her respective area, review distributors performance to develop action plan for his/her area.
• Monitor the execution of Sell Out and Offtake promotion programs
• Drive data gathering in his/her respective territories to get market insight and competitors activities
• Develop and establish new channel / outlet through adjacent category market potential.
• Fully accountable in executing Sell Out activities and working together with Market Development Officer (MDO) in executing Offtake activities in his/her respective areas for adjacent category.
• Analyze the condition of the area to determine the best distributor coverage according to the potential of the adjacent category.
• Evaluate the implementation of national and local Sell Out and Offtake promotion programs (demand generation)
• Report the distributor achievement to Sales Manager Specialty
• Report the market insight to Sales Manager Specialty and propose some local modification for Sell Out and Offtake promotion programs.
• Communicate to distributor on target coverage, stock level, credit limit, TOP, etc.
• Analyze and lead day to day sales review with distributor to ensure the achievement of all target KPI for distributors (coverage, stock level, credit limit, TOP, etc).
• Execute required action within his/her authority
• Lead coordination meeting with stake holder of Sell Out and Offtake promotion programs

Key Activities

• Analyse the data gathered and send report to Sales Manager Specialty to give better understanding on local market situation
• Provide training on Basic Call Procedure (BCP), Product Knowledge as well as field coaching to increase DSR productivity.
• Monitor the execution of DSR training requirement.
• Create partnerships with customers to proactively grow the category, share of wallet
• Provide input to Retail Sales Manager on the training requirement for his/her respective DSR team.
• Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines
• To collect data for territory understanding and key account management.
• Complete key account and outlet profile
• Gather detail information on territory understanding, i.e. market segmentation, product availability, competitor activities and share.
• Effectively engage and work closely with DSR team
• Ensure customer retention and acquisition for Adjacent category
• Assess the gap between expected performance and capabilities of his/her DSR
• Manage customer portfolio and pipeline
• Provide input in developing the trade promotion programs to maximize the impact
• Responsible to improve Distributors Salesmen Representative (DSR) skill and capabilities:

Experience

Relevant experience:

2 years in sales work experience (retail business), building material industry will be an advantage

Personal characteristics & behaviors:

• Good coordination skill in developing DSR and DC
• Good interpersonal skill and independent
• Excellence in execution skill and mind-set
• Good analytical thinking
• Capability for problem solving and strong can do spirit.
• Strong in selling skill and territorial management.

Education

Educational qualifications:

Diploma degree from any discipline.

Competencies

Accepting Direction

Accepting Responsibility

Acquiring Information

At AkzoNobel 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 our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 32448