KEY ACCOUNTS HEAD

Job Purpose

The purpose of this job is to work with the Distributor to help, drive and improve numeric reach and market share as planned in the P&L sheet in the designated area of operation. Work with the Distributor Manager and drive a team of Distributor Sales Reps (DSRs) to deliver the key sell-out KPIs – Revenue, Mix, as per defined P&L, SSO reach, SSO depth, SSO assortment as per segmentation, POST placement and productivity and ensure service levels from distributor to SSOs on credit terms and delivery in line with market practice/expectation. Must ensure SOP adherence by the Distributor on – replenishment norms; daily and weekly meeting/review routines; all invoicing in DERP daily; CRM usage by DSR and self; ensure dissemination of discounts/rebates/promotions to SSOs as agreed with the Distributor by the DSRs; collect and report market intelligence; and ensure adherence to other relevant terms of trade as per contract. Own and drive off-take programme initiatives like Eeden and Shop Assistant programmes in core segmented SSOs. Support the MDO/Painter Rep team with identification of painters for the painter programme. He needs to build capability of the Distributor Sales Reps

Key Accountabilities

Assist in Appointing Distributor Sales Reps (DSRs) - Shortlist candidates to be interviewed by ASM

Training and capability of Distributor’s team - An aligned and competent distributor team with a reasonably good understanding of the paint industry, defined market, competition, SSO requirements and AkzoNobel objectives

Distribution deliverables - Deliver sustainable distribution and POST expansion (measured as % invoiced every month) for the distributor territory

Business and process deliverables - Deliver, revenue, volume and mix for the distributor territory as per plan and ensure adherence to defined processes and tools

Market activities - Key account management of core segmented channel and provide feedback to improve effectiveness and efficiency of the distributor team

Painter programme - Ensure offtake programmes for painters translate into sell-out and sell-in

Key Activities

Experience

• 4 - 6 years of sales experience in a manufacturing company
• Prior sales experience is mandatory and experience handling professional distributors in Appliances, Lubricants, Construction industry or similar will be an advantage
• Should have the ability to lead and train an indirect team of people
• A strong demonstration of execution skills in previous roles will be an advantage
• Ability to use Microsoft Office (Excel, PowerPoint and Word)
• Clear communication skills (written and verbal communication skills) and good interpersonal and influencing skills
• Willing to relocate within the country will be an advantage

Education

University degree/MBA

Competencies