Territory Officer

Date: Feb 6, 2024

Location: Jakarta, ID

Company: AkzoNobel

We supply the sustainable and innovative paints and coatings that our customers, communities – and the environment – are increasingly relying on. 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 a pioneering paints company that’s committed to science-based targets and is taking genuine action to address globally relevant challenges and protect future generations.

For more information please visit www.akzonobel.com.

© 2023 Akzo Nobel N.V. All rights reserved.

Job Responsibilities Long Description Short Description Job Purpose

The purpose of this role is to be the frontline sales person who is responsible for the execution of agreed sales and profitability targets established by the business within the assigned sales area by developing new business and expanding the business with existing or new customers by executing and monitoring sales in his/her territory in order to achieve target sales and all KPI’s within set policies to support the achievement of area’s goals and objectives.

Key Accountabilities

• Drive data gathering in his/her respective territories to get market insight and competitors activities

• Report the market insight to Retail Sales Manager and propose some local modification for Sell Out and Offtake promotion programs.

• Monitor the execution of Sell Out and Offtake promotion programs

• Lead coordination meeting with stake holder of Sell Out and Offtake promotion programs

• Deploy sales force to support the implementation of Sell Out and Offtake promotion programs

• Evaluate the implementation of national and local Sell Out and Offtake promotion programs (demand generation)

• Analyze historical sales performance for his/ her respective area, review distributors performance to develop action plan for his/her area.

• Communicate to distributor on target coverage, stock level, credit limit, TOP, etc.

• Analyze and lead day to day sales review with distributor to ensure the achievement of all target KPI for distributors (coverage, stock level, credit limit, TOP, etc).

• Execute required action within his/her authority

• Report the distributor achievement to Retail Sales Manager

• Recommend necessary action for distributors to Retail Sales Manager

Key Activities

• Effectively engage and work closely with DSR team

• Assess the gap between expected performance and capabilities of his/her DSR

• Provide input to Retail Sales Manager on the training requirement for his/her respective DSR team.

• Provide training on Basic Call Procedure (BCP), Product Knowledge as well as field coaching to increase DSR productivity.

• Monitor the execution of DSR training requirement.

• Identify POST machine, DC and In Store Branding requirement (by store) in his/her respective territories to win the competition.

• Regularly monitor the productivity of asset in his/ her territories

• Execute and monitor the asset productivity actions.

• Collaborate with cross functional teams including getting support from relevant functions to execute his/her above asset productivity plans

• Manage customer portfolio and pipeline

• Create partnerships with customers to proactively grow the category, share of wallet

• Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines

• Gather detail information on territory understanding, i.e. market segmentation, product availability, competitor activities and share.

• Complete key account and outlet profile

• Analyse the data gathered and send report to Retail Sales Manager to give better understanding on local market situation

• Provide input in developing the trade promotion programs to maximize the impact

Experience

Relevant experience:

2 years in sales work experience (retail business), building material industry will be an advantage Personal characteristics & behaviors:

• Good analytical thinking
• Strong in selling skill and territorial management.
• Good interpersonal skill and independent
• Good coordination skill in managing distributors, DSR and DC
• Capability for problem solving and strong can do spirit.
• Excellence in execution skill and mind-set

Education

Educational qualifications:

Diploma degree from any discipline.

Competencies Accepting Direction Accepting Responsibility Acquiring Information

At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 37738