Sales Accounts Executive - CapeTown, South Africa - AkzoNobel

Description

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.

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2023 Akzo Nobel N.V. All rights reserved.

Job Purpose

THIS ROLE WILL BE BASED IN GEORGE

Dedicated frontline salesperson who is responsible for the execution of agreed sales and profitability targets (E.g., Budget volume; value and net profit sales) established by the business within the assigned sales area by developing new business and expanding the business with existing customers (account management).

Key Accountabilities

Key Accountabilities

• Revenue and margin according to budget (including accounts receivable and DSO)
• Accurate sales and projects forecasting, reporting and pipeline documentation
• Customer retention, acquisition, and loss
• Direct contact with customers in the field, representing AkzoNobel in a professional manner to deliver customer satisfaction
• Optimal Customer portfolio and pipeline management (growth & profitability)
• Deliver on budget in full year on GIV and Volume
• Demonstrate integrity – embrace AN company value and ensure behavior complies to AN code of conduct and HSE policies
• Maintain and Improve pricing discipline to deliver financial targets
• Implement effective regional processes and controls to support deliver of regional strategy
• Control of pricing credits and GRN (0,5% of turnover)
• Reporting and meeting of deadlines – Weekly Call Plan, Month end report and trade result presentations for monthly PDR
• Accurate 6-month pipeline
• Continual to grow other trade business and deliver and implement brick walling strategy for SPC and Top customers – 6 New accounts with turnover of 1,5 mil PA
• Maintain and approve Customer call cycle by meeting the standard of 25 contact/calls per week
• Forecast accuracy 95%
• Develop, deliver, and implement sustainable customer plans for top 20

Key Activities

• Manage the sales cycle related to a portfolio of customers, in a designated area, to execute sales plan (BTL spend vs Volume/value sales)
• Systematically screen customer base for new opportunities, generate leads and maintain pipeline
• Identify, plan and develop new customers in line with business development and marketing plans and targets
• Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met
• Perform extensive customer needs analysis and site surveys, meeting with decision makers, understanding their goals, completing an account profile for each account, and identifying challenges
• Monitor sales against agreed targets and budgets on a regular basis to ensure they are met and where necessary the need for remedial actions is identified, reported and implemented
• Identifies, targets, and implements the approved sales strategies in the assigned marketplace. (Profitability and pricing structures)
• Plans, executes, and reports on the sales activities in the assigned sales area. Feedback of market intelligence data and ideas to marketing and channel management
• Identifies business opportunities, pinpoints, and tries to resolve existing and/or potential problems and requests support from the upper management or supporting functions
• Educate customers and sales force of our customers on features, advantages and benefits of available product lines and services
• Understand and assess customer's needs, business objectives, strategies and build compelling customer value propositions representing our portfolio
• Creates partnerships with customers to proactively grow the category, share of wallet
• Drives efficient credit management
• Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines.
• Build solid relationships:
  • Externally – maintain and build relationships with customers, understand their needs, and implement strategies to benefit both parties.
  • Internally – build and maintain relationships with TSD, specifiers and regions.

Requirements

• Minimum Matric
• Retail and trade sale experience
• Emotional stability
• Closes sales deals by building personal trust and loyalty
• Provides service by empathizing with customer concerns
• Makes One on One (Sales) Presentations
• Maximizes results by systematically managing an Account Plan
• Account penetration by customer base expansion
• New business development
  
  

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: 37655