Since 1792, we’ve been supplying the innovative paints and coatings that help to color people’s lives and protect what matters most. 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 use our expertise to sustain and enhance the fabric of everyday life. Because we believe every surface is an opportunity. It’s what you’d expect from a pioneering and long-established paints company that’s dedicated to providing sustainable solutions and preserving the best of what we have today – while creating an even better tomorrow. Let’s paint the future together.

For more information please visit www.akzonobel.com

Job Purpose

Dedicated frontline sales person who is responsible for the execution of agreed sales and profitability targets (E.g. Budget volume; value and net profit sales) established by the business within the assigned sales area by developing new business and expanding the business with existing customers (account management).

Key Accountabilities

Revenue and margin according to budget (including accounts receivable and DSO)
Accurate sales and projects forecasting, reporting and pipeline documentation
Customer retention, acquisition and loss
Direct contact with customers in the field, representing AkzoNobel in a professional manner to deliver customer satisfaction
Optimal Customer portfolio and pipeline management (growth & profitability)

Key Activities

Manage the sales cycle related to a portfolio of customers, in a designated area, to execute sales plan (BTL spend vs Volume/value sales)
Systematically screen customer base for new opportunities, generate leads and maintain pipeline
Identify, plan and develop new customers in line with business development and marketing plans and targets.
Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met.
Perform extensive customer needs analysis and site surveys, meeting with decision makers, understanding their goals, completing an account profile for each account and identifying challenges.
Monitor sales against agreed targets and budgets on a regular basis to ensure they are met and where necessary the need for remedial actions are identified, reported and implemented.
Identifies, targets and implements the approved sales strategies in the assigned marketplace. (Profitability and pricing structures).
Plans, executes and reports on the sales activities in the assigned sales area. Feedback of market intelligence data and ideas to marketing and channel management.
Identifies business opportunities, pinpoints and tries to resolve existing and/or potential problems and requests support from the upper management or supporting functions.
Educate customers and sales force of our customers on features, advantages and benefits of available product lines and services.
Understand and assess customer’s needs, business objectives, strategies and build compelling customer value propositions representing our portfolio.
Creates partnerships with customers to proactively grow the category, share of wallet
Drives efficient credit management
Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines.

Experience

Bachelor’s Degree with at least 3 – 5 years sales experience within the Contractor / Trade environment
NACE 1 oe ICCOR is Beneficial
Capable of answering Objections by Removing Emotional Concerns
Closes by Building Personal Trust and Loyalty
Provides Service by Empathizing with Customer Concerns
Makes One on One (Sales) Presentations
Maximizes Results by Systematically Managing an Account Plan
Experience with Account Penetration by Customer Base Expansion, and New Business Development
Extensive travel is required in the region

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: 49097

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