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.

• Bachelor’s Degree with at least 1-2 years of sales experience within the Contractor / Trade environment
• Answers 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
• Account Penetration by Customer Base Expansion
• New Business Development