Sales Excellence & Commercial Operations Manager

Apply now »

Date: Feb 11, 2025

Location: Colombo, LK

Company: AkzoNobel

About AkzoNobel

Since 1792, we’ve been supplying the innovative paints and coatings that help to color people’s lives and protect what matters most. 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 use our expertise to sustain and enhance the fabric of everyday life. Because we believe every surface is an opportunity. It’s what you’d expect from a pioneering and long-established paints company that’s dedicated to providing sustainable solutions and preserving the best of what we have today – while creating an even better tomorrow. Let’s paint the future together.

For more information please visit www.akzonobel.com

Job Purpose Statement

Sales Excellence Manager works closely with MSU Director, BU commercial Excellence function, GTM Heads, Marketing heads, GBS team

Purpose of the role is to drive productivity in sales organization by define, redefine and automate sales processes, define capability road map for different levels and drive capability building in the MSU for all the GTM, commercial data management in MSU and help creating, Role supports in driving implementation of global or regional projects. Role is responsible for driving

effective implementation of SFI a key component to drive sales behaviors. Lastly role supports in driving

KPI across the sales functions in standardized way.

Critical Accountabilities

KEY RESULT AREAS (KRA)	MAJOR ACTIVITIES	OUTCOME
Define Sales Processes, Drive KPI for Sales team & Driving Sales cadence	Design and simplify sales processes. KPI as per GTM and country priorities. Standardized implementation Productivity norms Review frequency & adherence to review cadences	Productivity improvement Accuracy of forecast
Automation of processes to build transparency, compliance	Enabling a transparent, consistent, and near real-time information system DERP System implementation Change request management Vendor management Adoption & quality of usage CRM Adoption & quality usage Change request & development Dashboards development Activity management (Sales huddle) Global projects (OCF, OPF, CFIN) Retailer app - Development & deployment	Productivity improvement KPI achievement by Sales team
Capability building of sales team	Building capability and standardize process Capability roadmap as per GTM priorities. Designing program and running TTT Effective implementation capability development programs	Productivity improvement KPI achievement by Sales team
Oversee commercial data management & standardization KIP tracking, ensuring data supports strategic decision making	Provide accurate data on time Sanity of data in country. Relevant data or reports availability as per authority and job requirement Ensure the data security as per the provided guidelines	Accuracy and OTIF of Data. Data security
Execute pricing strategy in the country & maintain alignment of rebate and discounts. Promote pricing excellence initiatives across teams to ensure profitability	Drive successful implementation of Pricing programs to standardize Rebates and Discounts as per the BU guidelines & country rabat policy Pricing analytics (Retailer promotions, G2N) Trend analysis (MOP, Margin bands) Project pricing MMP (pricing & win room)	Creating value for company and the customer
Drive the distributor expansion plan & manage distributor KPIs, P&L and RIO with corrective actions as necessary. Ensure timely, complete deliveries and optimal stock levels, adjusting to market trends	Implement the distributor expansion strategy per the Local/BU guidelines Route-to-Market Governance Quality of distribution (frequency, spread, productivity) Width & Depth of distribution	Numeric reach expansion Policy and Mechanism Maintenance VPO POST Expansion Value-based segmentation
Drive POST strategy and related activities that deliver operational effectiveness, while ensuring optimum profitability	Implement the POST placement strategy per the channel strategy/roadmap, including planning annual requirements and securing Capex approval Plan and manage the following with minimal disruption to the business machine hardware maintenance (and upgrades/replacement/refurbishment) and spare parts, optimizing machine productivity while balancing cost, including manpower (recruitment, training); machine branding software maintenance and recipe updates, including product and recipe transitions training of retailer staff on machine and tinter usage (base and tinter transitions) Manage the branding on the tinting machines Manage relevant documentation, coordinating with relevant functions such as Purchasing, Finance, Legal, Sales. These include POST machines marked and listed as company assets, contracts with retailers/shop owners, placement/ withdrawal/disposal of machines. Drive achievement of KPIs (including volume/machine, manpower cost/machine, maintenance cost/machine, response time); monitor regularly in monthly operational reviews and implement needed improvements Lead POST productivity measurement e.g. competitive benchmarking, performance by segments, by type of machine, etc.	Dominant POST machine share Achievement of POST productivity KPIs including volume/machine, manpower cost/machine, maintenance cost/machine, response time On-time placement of new machines and software & recipe updates and product introductions - with minimal disruption to the business
Manage country Capital Expenditure (CapEx) budget as per the country/reginal guideline	Implement the productivity measurement Maximize the ROI of the investments Ensure Speed-to-market	Achieve Productivity KPIs Timely implement the investments
Implement Commercial Quality strategies and plans as per the reginal guideline & Case CRM adoption	Establish a cross functional team (Sales/CE/CS/Logistic) to conduct CoPQ monthly review. Do the root cause analysis at customer level & take corrective action & review the progress on a monthly basis Drive RCCA, Work with relevant functions to deliver on Quality KPIs. Escalate non-product quality complaints such as transportation, wrong order entry, non-quality related returns to relevant function and ensure resolution	Achieve Sales Returns KPI Achieve complain compensation KPI Mitigate no of complains
Drive Ask Dulux project & Colour Previews services	Designing and developing a strategy to promote products and painting systems through the digital platform, ensuring superior pre-sales and after-sales service for both retail and project customers Develop the sourcing strategy for “Ask Dulux” & Previews service Drive rigorous performance measurement that supports the delivery of relevant KPIs to drive effectiveness and consumer/customer engagement (turnaround time, conversion) Drive operational efficiency to deliver relevant KPIs cost-effectively (number of previews, cost/preview, staff productivity); monitor KPIs, and implement needed improvements Lead capability development and training on colour, rendering, and relevant skills	Achievement of KPIs for Previews – number of previews, conversion rate, turnaround time, cost/preview Relevant eQ scores
Lead compliance with relevant HSES and Safety guidelines	Lead strong HSE and safety practice with all internal and external stakeholders, eg, painters, outsourced agents Lead communication of sustainability strategies with Painters and Painting Contractors Cascade relevant HSES and safety guidelines. Monitor compliance within the team. Submit required reports	Achievement of Safety & Sustainability KPIs

Major Challenges

Driving quality implementation, rigorous performance measurement and achievement of targets given the variety of functions within the Commercial Excellence team (e.g. Pricing, POST, Commercial quality, preview service, sales data)
Driving Country Commercial Excellence strategy to deliver growth and profit objectives, given aggressive competitive pressures (and while managing internal changes in the organization)
Integrating various Commercial Excellence initiatives, and driving alignment with Sales & Marketing team
Organizing and allocating resources across key initiatives in an optimal way
Bringing the Commercial Excellence organization to the level of capability and talent necessary to achieve growth objectives

Key Decisions and Dimensions

Identifying the primary performance targets, eg, % growth and conversion vs cost-efficiency, and optimum resource mix to deliver these

List the relevant financial metrics concerning this role – depending on level in the organization

Job Family	Financial Measure	2020 Actual	2020 Budgeted
Sales	Budget	€ ____million	€ ____million
Sales	Revenue	€ ____million	€ ____million

Skills, Knowledge & Relevant Working Experience

Bachelor’s degree or equivalent with 5+ years of experience in Sales/Commercial roles. Experience with paints will be an added advantage
Strong analytical ability with skill in analyzing internal data against market and competition data to get at insights
Project Management experience will be an added advantage
Understanding of multiple geography and go to markets (GTM)
Excellent communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
Must be a self-starter, highly organized with good project management skills; ability to multi-task effectively with cross functional teams and meet deadlines
Superior Microsoft Office skills (Excel, PowerPoint and Word), ideally with some experience with relational databases/SQL, as well as BI platforms such as SAP BI and visualization/reporting tools such as SAP Lumira; Spotfire; Qlik View etc.

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.

Apply now »