Distribution and Channel Management Manager, ASEAN

Date: Feb 8, 2024

Location: Jakarta, ID

Company: AkzoNobel

Job Purpose

To deploy defined route-to-market models – standardized across all countries in the region, to help deliver sustainable and robust reach and shop share for AkzoNobel decorative products.

This will be achieved by helping countries establish regionally defined route-to-market models – with necessary localization needed as per local legal and statutory requirements and in line with AkzoNobel’s global commitment to anti-competition laws; deployment/monitoring/periodic review of linked processes/tools/KPIs; channel segmentation and related value propositions; managing retailer profitability, discounts/rebates/promotions structure; and ensuring training needs are assessed for teams engaged in distribution – Sales and Distributors’ teams and provide desired training content to country sales managers to enable them train the teams to deliver the defined distribution and channel management objectives.

Key Responsibilities

• To support and drive the defined route-to-market model and embed the associated processes to help countries achieve cost effective and sustainable distribution reach
• To help country sales teams to review the channel segmentation as per defined periodicity (based on Retail Landscape annual update)
• To help the country sales teams to develop differentiated value propositions aligned to ASEAN structure but taking into account local requirements
• To help the country sales teams to develop desired retailer profitability for top selling SKUs and ensure regular tracking and review of MOP and associated discounts/rebates
• To assess the capability needs of sales force in the region needed to run professional distributor operations and help implement relevant training program on a periodic basis

Key Requirements

• University degree with 15+ years of sales, channel and distribution experience is required
• Prior experience in managing distributors and/or middle/senior sales management roles in the paint/building materials industry of 5 years is required
• Superior Microsoft Office skills (Excel, PowerPoint and Word) are required, and some experience with ERP platforms like SAP etc. is desirable.
• Must be able to work independently within the defined strategy framework; highly organized with good people management skills; ability to multi-task effectively with cross functional teams and meet deadlines is required
• Clear communication skills (written and verbal communication skills in English) and strong interpersonal and influencing skills is required
• Prior experience in managing discounts, rebates, promotions and distributor commissions linked to ROI etc. is desirable
• Prior experience of adopting and implementing new processes, models in distribution and channel sales is desirable
• Prior experience working with various countries and cultures will be an advantage