Baru Retail Sales Manager

Date Posted: Posted2 hari yang lalu
Salary:
Jakarta

Job Description

Date: Jan 7, 2022

Location: Jakarta, ID

Company: AkzoNobel

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 manage a team driving sell-in, sell-out and off-take in a defined geography, channel strategy and defined off-take program to deliver planned profitable growth through volume, revenue and mix while ensuring productivity of assets deployed in the market – POST/Eeden, etc. The role will ensure deployment and execution of all off-take programmes – Eeden, shop assistant, product consultant, painter engagement and Medium and Small projects serviced through SSOs managed by painters on the painter engagement programme to deliver sell-out/sell-in

Key Accountabilities

  • Review distributor on agreed business plan – review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions
  • Identify gaps and agree action plan – inventory, market credit, resource deployment etc.
  • Agree and record plans for balance-to-go
  • Assess capability of distributor, distributor manager, TO and DSR
  • Check Distributors infrastructure – warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate – as defined in the Business plan

Review offtake vs. sell-in programmes – painter offtake, Medium and Small projects contribution, shop assistant programmes, In-Store etc

  • Ensure deployment of discounts and rebates as per defined policy to reduce gaps between Large, Medium and Small SSOs
  • Ensure deployment of discounts and rebates to ensure profit per can is stable for identified SKUs which are on MOP tracker
  • Ensure desired level of participation in loyalty building promotions like incentive trips in the distributor territories

Key Activities

  • Beat adherence of DSRs and AkzoNobel TOs market visit
  • SLAs – Material delivery/credit terms
  • Commercial – clarity and transparency of accounts to customers
  • Discounts/Rebates/Promotions understanding and adherence to/proper deployment of agreed discounts/rebates/promotions

Meet core segmented SSOs to address issues if any and ensure growth

Experience

  • Working with a distributor GTM model and ensuring alignment of distributors to delivering defined business plans
  • Shift focus from sell-in to driving offtake programmes to drive sell-out and sell-in
  • Using the painter organisation to gain a fair share in the Medium and Small projects serviced via SSOs in a Distributor GTM
  • Handling transition of GTM from direct to distributor model and managing transition of non-performing distributors or distributors who violate contractual/SOP clauses
  • Identify and building team’s capability
  • Should have the ability to work along with a team of people both FTE, CWF and Distributor and Distributor team to effectively deliver business objectives of sell-in, sell-out and offtake
  • Proven track record of execution of defined programmes and processes through a team delivering defined business objectives and good people management skills
  • Possess good analytical skills and ability to use data to identify issues and opportunities
  • Good Microsoft Office skills (Excel, PowerPoint and Word),
  • Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills

Education

  • University degree with 6 to 10 years of Sales experience is mandatory of which at least 4 should be managing a team of Sales personnel – prior experience managing distributor GTM models will be an added advantage

Competencies

Accepting Direction Accepting Responsibility Acquiring Information

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 18720

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Job Detail

  • Job Id
    0c4b3b0836d415aa
  • Location
    Jakarta
  • Company
  • Type
    Private
  • Employment Status
    Permanent
  • Positions
    Available
  • Career Level
    Experience
  • Gender
    Male/Female

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