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Sales Representative

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Date: Sep 15, 2021

Location: Barcelona, ES

Company: AkzoNobel

AkzoNobel has a passion for paint. We're experts in the proud craft of making paints and coatings, setting the standard in color and protection since 1792. Our world class portfolio of brands - including Dulux, International, Sikkens and Interpon - is trusted by customers around the globe. Headquartered in the Netherlands, we are active in over 150 countries and employ around 34,500 talented people who are passionate about delivering the high-performance products and services our customers expect.

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 customers.

Key Accountabilities

 

  • To Manage a portfolio of customers, in a designated area, to execute sales plan and deliver budgeted KPIs.
  • Presents value proposition in a suitable and successful way aligned with customer prioritization from Sales Force Effectiveness (SFE) program.
  • Screening customer base for new opportunities, generates leads and maintains pipeline within CRM.
  • Utilizes full functionality of CRM, including pipeline maintenance, offer generation, customer records management.
  • Applies internal company rules connected with pricing and liability control by raising and files respective approvals.
  • Provides input for forecasting/ IBP for the scope of his account portfolio.
  • Liaises with COS and Technical Service to ensure service is provided in line with agreed customer terms
  • Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met.
  • Monitor sales against agreed targets on a regular basis to ensure they are met and where necessary the need for remedial actions are identified, reported and implemented.
  • To Collect, report and analyzes the customer feedback / information on present as well as future market trends in the context of possible further market penetration.
  • To Promote the positive company image and develops long-term relations with the customers

Key Activities

 

 

  • Proactively informs the upper management about the required sales support level (including marketing, technical, logistics and control) and cooperates in and coordinates the implementation of the defined activity.
  • Systematically up-dates CRM with valid, accurate and complete customer-related information
  • Has expert knowledge on the features and benefits of available products/services.
  • Cooperates with technical representative in educating customers on technical requirements of available product lines, IT support tools and non-paint assortment.
  • Advises upper management on training types, recruit participants for relevant courses and gains commitment for customer attendance.
  • Monitors and reports on the status of formal customer complaint procedure handling.
  • Gets familiar with all applicable corporate as well as site policies/procedure with regards to personal conduct/HSE standards and acts in compliance with all regulations.
  • Create and execute Account/Customer plans aligned with national plans to promote added value
  • Review Receivables and control DSO in line with business expectations
  • Drive charging for services initiative to meet budget expectations

Experience

 

  • Knowledge & Work Experience – Paints and coatings industry, any B2B industry environment. 5-8 years of work experience in commercial roles, sales and key account management, sales to strategic accounts
  • Minimum Bachelor Degree or related field.
  • Skills –selling skills, negotiation, time management, relationship building, Stakeholder management, project management, decision making, creating delivering value propositions, drive, results orientation, customer service orientation, problem solving, communication and presentation, commercial and business acumen, basic understanding of cross functional processes and financial concepts related to sales and cost to serve;

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 12676