Head of Retail Sales, South

Job Description

1. SSO GTM delivery

• Develop and execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line

• Manage and Lead team to deliver on plan revenue, volume, mix, channel, ROS% and CM% for SSO GTM

• Provide adequate resources/ support and conduct monthly and quarterly reviews with RSMs to ensure delivery of business plan is on track and take/propose corrective actions in the event of likely gaps

• Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified as part of the IBP process

2. Ensure the sustainability of distributor roll-out and performance

• Decide distributor territory cuts and review the same annually to ensure distributor territories align to defined SOP (size, channel objectives)

• Lead and manage team to drive distributor operation and performance effectively and efficiently

• Drive channel expansion plans through distributors – drive distributor territory growths align with annual country growth mandate and territory potential in the first two years of distributor appointment to ensure cost neutrality of the model

• Ensure growth of existing channel – initially transferred to distributor and post completion of distributor migration ensure all existing channel covered by distributor from year 3 of distributor operation

• Provide adequate resources/ support to drive distributor capacity and capability for effective operations and engagement toward AkzoNobel business

• Ensure and support team for a smooth distributor closure and transition to a new distributor while remaining within the defined SOP

3. Accountable for Sell-in, Sell-out and Offtake

• Develop sales initiatives to drive the overall segment’s profitability related targets

• Ensure robust delivery of defined Offtake plans via painter loyalty, Medium and Small Projects, Shop Assistant programme, Eeden deployment as applicable

• Ensure usage of Offtake MIS by team to drive Sell-out from Distributor

• Ensure deployment of Supply Replenishment in DERP and regularly monitor stock norms with support from ISC to ensure Sell-in to the distributor

4. Develop competency linked capability for the SSO team

• Utilise training curriculum from the Sales Competency Framework (SCF) to increase team skill and capabilities

• Effectively engage, develop and lead own team – Direct Reports

• Ensure that all team members – AkzoNobel and Distributor are made aware of their defined role in operations and business plan and ensure delivery

• Ensure regular training and 100% usage of defined tools – DERP, CRMs – Retail, Pro for Painter and Case Management

• Provide support and leadership to respective AkzoNobel and Distributor/CWF team by identifying relevant call-for-action areas if any and thereafter working on a plan to improve upon through training, shadow working and feedback where necessary

• Drive Continuous Improvement across the SSO organization to generate value to customers and AkzoNobel – service, capability, efficiency and productivity

• Cooperate with others function in managing people management process (recruitment/training and development/retention/rotation/ termination)

• Ensure credible annual updation of Retail Landscape date by team

5. Accountable for OPEX spend and people productivity

• Develop and ensure alignment to discounts, rebates and promotions strategies – reduce gap between Large, Medium and Small SSOs aligned with channel strategy annually

• Simplify discounts and rebates deployment and administration to ensure effective use by distributor and DSRs and ensure the competitiveness against Competition and support top line performance

• Ensure alignment to loyalty building promotion (incentive trips) guidelines

• Manage budgeted spend for discounts, rebates and promotions

• Ensure incremental volume Sell-in through effective usage of Offtake programmes

• Ensure productivity norms of TO are delivered

• Remain within defined Sales Organisation structure

• Ensure asset productivity through Regional Sales Managers

6. Process ownership and collaboration

• Must own defined sales strategies, processes and tools

• Ensure annual exercise of Retail Landscape

• Should provide comprehensive inputs to Marketing and RD&I on portfolio gaps if any, evolving product performance trends vs. key competition in the market

• Ensure and jointly own demand plan for all new product introductions with Marketing

• Ensure close collaboration with ISC on Demand Control

Job Requirement

• University degree with 12 to 16 years of Sales experience is mandatory of which at least 5 should be managing a Regional role in the country – prior experience managing distributor GTM models will be an added advantage

• 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),

• Fluent communication in English (written and verbal communication skills) and strong interpersonal and influencing skills

• Senior leadership skills