Project Regional Sales Manager - Central

Job Description

1. Deliver Annual Revenue and Profit Growths as planned

• Responsible for delivering the Value and Contribution Margin for Project business and Market Share gain in the Projects segment in their region.

• Execute entry strategies and contact plans for the developers, main cons and painting companies in line with KAM process.

• Manage deeply and support well below team KAM, Account Supervisor to make sure the winning rate as well as the coverage of projects (big and medium) in their region.

• Dotted manage Spec Associate Team in his/her regions

• Sales budget control

• Do forecast and deliver committed monthly, quarterly, and yearly sales target.

2. Ensure adherence to defined processes

• Key Accounts to deliver 70% of projects revenue

• Usage of CRM and defined nomenclature for business operations

• Ensuring stakeholder engagement as per agreed design in line with BU guidelines and delivering desired reach

3. Build Robust Pipeline for the Projects Business – Large Projects and medium ones

• Utilize existing databases to assign leads and target New Construction segment

• Develop a pipeline of targeted sites in the New Construction segment if not available in the country

• Develop Refurbishment/Maintenance leads in a cost-effective manner in collaboration with SEA Commercial Excellence

4. Small and Medium Strategic Partner management.

• Mange Strategic Partner for sell the Project Products to Small & Medium project in Vietnam on a non-exclusive basis.

• Ensure Strategic partner comply with AkzoNobel's policies about all sales term condition (pricing, lead time, credit term) that be aligned with buyer and approved by AkzoNobel presentative.

• Lead Strategic partner utilize the current relationship and invest to expand D&B and project source to approach and gain sales.

• Ensure strategic partner provide finance and other service resources to project include:

 Credit term.

 Sales service fee

 Document service.

 Payment to AkzoNobel with BG.

5. Develop Skills & Capability of Projects Team

• Build adequate organizational capability to deliver best in class Customer Service and key account management.

• Training and coaching, support and motivate the team to make them better in winning projects.

6. Stakeholder Engagement Programs

• Liaise with various functions to develop appropriate communication content for specifiers and customer groups and Co-Develop Customer Partnership Programs

• Implement sales, commercial, specifier management and site management initiatives to achieve higher employee engagement and productivity

• Own HSES (Health, Safety, Environment & Security) for the projects business in the Country

7. Compliance

• Manage well the compliance of projects team, no leaking.

Job Requirement

• University degree – preferably in Commerce, Business Administration or similar with 7-10 years of experience in Paints, FMCG, Building material, Beverages Lubes etc. Experience in working with large customers in construction industry and managing medium size business team is preferable

• Should have the ability to work along with a team of people both on and off roll and create excitement through value addition, suggestions and quick solutions.

• Should have the ability to convert Research data and Commercial data into insights and commercial business ideas

• Must be a self-starter, highly organized with good project management skills; ability to multi-task effectively with cross functional teams and meet deadlines.

• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills

• Know how on Microsoft Office skills (Excel, PowerPoint and Word), Must be a self-starter, possess good project management skills; ability to multi-task effectively with cross functional teams and meet deadlines

• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills