Territory Officer Jobs

We’ve been pioneering a world of possibilities to bring surfaces to life for well over 200 years. As experts in making coatings, there’s a good chance you’re only ever a few meters away from one of our products. 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 the most sustainable paints company, which has been inventing the future for more than two centuries.

Job Purpose

The purpose of this job is to supervise a team of Painter Representatives (Contingent Work Force) to enroll, engage and build preference, advocacy and loyalty for AkzoNobel products amongst painters in the defined geography.

Ensure painter engagement leads to offtakes from SSOs in the defined geography and meets offtake norms and utilise the relationship with painters to win a fair share in the medium and small projects led by them and serviced via SSOs in the defined geography while remaining within the discounts and rebates budget of the SSO team for the geography.

Ensure adherence to all defined processes and usage of tools by self and the team and deliver defined productivity norms – active painters, painter programme offtake volume as percentage of sell-in/sell-out volume and volume from Medium and Small projects via SSOs.

Build awareness of AkzoNobel products with painters through regular painter meets/training, Best-By-Test shop meets and joint business development of Medium and Small projects in the defined geography.

Ensure Painter Representatives are well trained on products and painter engagement

Key Accountabilities

Deliver offtake volumes with defined painter engagement programme

Awareness and activation

Deliver offtake KPIs

Engage, build skills and capability of team

Plan, review and take gap closing actions

Key Activities

eliver offtake as a percentage of sell-in/sell-out (as applicable) norms defined for country

• Increase Active painters count with strong hygiene checks to ensure genuine painters are on the programme
• Execute larger meets (Hall meets) to enroll new painters, update/refresh/introduce to painters AkzoNobel products, new launches and product improvements as per plan
• Ensure painter engagement norms are met by the Painter Rep team
• Conduct shop meets to build awareness of our products, demonstrate product quality using defined BBT modules, loyalty program benefits and USP Vs competition
• Build skills and capability of Painter Reps through regular training and product demonstration
• Escalate for support required on gap-closing actions
• Coordinate with TO/ASM/RSM to identify, validate and enroll painters on the painter programme
• Make best use of the loyalty program as a tool to drive regularity of purchase and 5 products purchase per month
• Identify gaps and agree gap closing actions with RSM/ASM (IN)
• Demonstrate engagement drivers to Painter Reps to ensure strong engagement
• Deliver defined Medium and Small projects volume for the defined geography by utilizing relationship with painters to develop/convert leads
• Ensure 100% usage of CRM Pro for enrolling painters and managing Medium and Small projects
• Maintain relationship with the key painters, accounts and dealers to facilitate business through the team
• Execute, daily – painter connect plan for the day, fortnightly and monthly review process
• Ensure training to the team to validate and enroll genuine painters – not brushes or store owners

Experience

Prior sales experience is mandatory and experience handling Appliances, Lubricants, Construction materials or similar will be an advantage

• Ability to use Microsoft Office (Excel, PowerPoint and Word)
• Should have the ability to lead and train an indirect team of people
• Clear communication skills (written and verbal communication skills) and good interpersonal and influencing skills
• A strong demonstration of execution skills in previous roles will be an advantage
• Willing to relocate within the country will be an advantage

Education

University degree with 4 - 6 years of sales experience in a manufacturing company

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: 31201