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KAM Ecommerce & DIY Italy

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Date: Jun 10, 2021

Location: Castelletto, IT

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 ensure that adequate resources and capability (people and processes) reside within the business to manage business relationships with customers / accounts (current customers and new prospects) where the business has significant dependency on the accounts from a strategic perspective

Key Activities

- Define operational strategy and develop, negotiate, manage and ensure realization of contracts for the assigned key account(s) in Ecommerce & DIY channels
· Fully understand the key account’s current and future needs and align joint business opportunities to develop revenue and a long term relationship
· Create and own the Customer Value Proposition at the key account including the negotiation and management of all contracts
· Keep an overall perspective of the customer’s interface with AkzoNobel and inform the organization of key developments through effective internal communication
· Identify and prioritize growth opportunities for the Business Area at assigned key accounts
· Create a strong network with other functions within AkzoNobel with regards to this key account
· Create partnerships with customers to proactively grow the category, as well as share of wallet and shelf
· Communicate strategic plans for each customer and verify with sales manager the application of these plans
· Review Progress with customer against plan, identify areas for continuous improvement. 
- Review progress versus strategy and financial performance
· Create and ensure execution of joint business plans with key customers
· Own promotional strategy for the assigned customer
· Communicate activation plan to the Field sales force for the assigned customers including target setting and KPIs
· Identify, plan and develop new customers within specific area
-Be familiar with all the applicable corporate as well as site policies/procedures with regard to personal conduct and HSE standards and acting in compliance with all applicable regulations
 

Key Accountibilities

•    Create and execute Account Plan aligned with Regional  / Global Segment & Marketing plan 
•    Develop relevant Commercial pipeline for respective accounts
•    Deliver the agreed financial and non-financial targets in line with business budgets
•    Drive innovation through accounts
•    Develop and maintain contact map within each account – at all reporting level and across all functions
•    Drive Continuous Improvement across the organization to generate value to customers – Service, capability, efficiency and productivity
•    Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new product developments, makes plans for trials
•    Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency
•    Steward new business development projects opposite account requirements
 

Job Requirements

•    Knowledge & Work Experience – Paints and coatings industry, any B2B industry environment.  3-5 years of work experience in commercial roles, sales and key account management, sales to strategic accounts
•    Experience in Ecommerce & DIY Channels 
•    Diploma or Bachelor Degree in business management or related field
•    Language: Italian (mother tongue) - English (fluent)
•    Problem solving
•    Stakeholder management 
•    Project management 
•    Decision making 
•    Creating value propositions 
•    Results orientation
•    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: 11925