Area Sales Manager

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Date: May 14, 2024

Location: Henderson, AU

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 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.

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© 2024 Akzo Nobel N.V. All rights reserved.

About The Role:

We are currently seeking a motivated and experienced Mining Key Account Manager / Area Sales Manager to join our team in Perth, Western Australia. In this role, you will be responsible for driving sales growth of our International brand of Protective Coatings in the Goldfields region. Reporting to the Regional Sales Manager for Western and Southern regions, you will play a pivotal role in developing new client relationships, managing existing accounts, and securing specification positions on targeted mining projects across Australia.

  • In this role, you'll be the go-to person bridging the gap between our company and our mining-related clients, ranging from Asset Owners to Fabricators, Blast and Paint Contractors, Distributors, Engineers, Consultants, Specifiers, and Architects. You'll be tasked with tackling complex issues, providing technical guidance, and ensuring that project specifications align perfectly with the end-use conditions.
  • Given the fast-paced nature of our projects and the diverse needs of our clients, being quick on your feet and paying close attention to detail is crucial. We're counting on you to actively contribute to boosting sales and profitability, collaborating closely with the wider team on key revenue initiatives, and aligning our efforts with company and regional strategies, including our focus on specific products, services, and partner development.
  • You'll also play a vital role in handling and sharing information about potential sales or project opportunities, all while staying up-to-date with the latest trends in Marine and Protective Coatings (MPC) technology and the ever-changing demands of the mining sector.
  • As part of our MPC team, you'll utilise standard Sales and Specification Software tools, along with our in-house CRM system, "Gaudi," to craft plans for engaging customers, managing projects, and drafting specifications.
  • This position offers a level of autonomy, but you'll still be expected to provide regular updates and reports to your manager. 

Key Responsibilities:

  • Maintain a thorough understanding of the Protective Coatings industry, including its latest products and trends, and analyze customer needs and situations.
  • Develop relationships with new and existing customers within the Mining sector, identify emerging users of Protective coatings, and establish credibility through the provision of technical advice and support as needed.
  • Secure sole or preferred specification positions on targeted projects in collaboration with regional sales teams and assist in securing these projects.
  • Contribute to the development of Key Account Plans for target customer accounts.
  • Offer initial after-sales technical service and troubleshooting to customers, technical personnel, and facility owners, escalating complex issues to the Regional Sales Manager or Technical Group when necessary.
  • Collaborate with the Regional Sales Manager to develop sales plans and budget forecasts for the Kalgoorlie/Goldfields sales territory.
  • Manage overdue accounts by collaborating with the Regional Sales Manager, Sales Support, and Accounts Receivable to minimize customer debt and meet Business KPIs.
  • Conduct on-site visits to negotiate the sale of International Protective Coatings products and assess maintenance requirements at customer facilities and sites.
  • Actively participate in sales meetings, demand planning sessions, conferences, and training activities.
  • Prepare documentation in compliance with ISO9001 requirements.
  • Maintain close communication with the wider sales force, including Regional Sales Manager, Area Managers, the Technical Group, Key Account Managers, Market Managers, and Technical Service staff to leverage opportunities and maximize sales potential.

The Role will also require you:

  • Interact with Kalgoorlie Centre Staff, 3PL Warehousing, and Customer Service to ensure seamless day-to-day activities, forecasting, planning, and stock management for optimal customer experience and satisfaction.
  • Provide detailed monthly sales reports as per an agreed template.
  • Contribute input at bi-weekly demand meetings to ensure project sales are accurately reflected in upcoming forecasts.
  • Ensure compliance with Behavioral Based Safety (BBS) observations and other mandated HSE requirements.
  • Monitor personal activities to evaluate performance and take corrective action when necessary.
  • Collaborate as part of a customer-focused team at both local and national levels.
  • Deliver presentations to customers, architects, engineers, and facility owners as needed to promote International Paint products and drive sales growth and specification position.
  • Represent International at A.C.A. meetings, industry functions, and conferences as required.
  • Engage with customers in Perth, Henderson, Kwinana, and surrounding areas.
  • Handle high-risk environments with adherence to safety guidelines.
  • KPIs include volume, value, margin, securing specification positions, securing key project opportunities, and achieving individual objectives. 
  • Other KPIs will focus on managing customer complaints and claims, maintaining the Gaudi CRM, and ensuring customer database integrity.

What We're Looking For:

For this role, we're looking for individuals who bring certain personal qualities to the table:

  • A minimum of 3 years' experience in the Coatings industry
  • Strong interpersonal, negotiation, and influencing skills, coupled with a readiness to persevere.
  • A keen customer and business focus, with the ability to network effectively within the industry.
  • An understanding of the contract chains utilized in various protective coating segments.
  • Demonstrated experience in selling within complex contract chains, showcasing proficiency in relationship-based selling principles.
  • A flexible, team-oriented mindset.
  • The ability to maintain commercial confidentiality.
  • Attention to detail to ensure accurate specifications.
  • Strong organizational skills.
  • A Degree/Diploma in Science or Engineering (desirable)
  • Experience or knowledge of steel coatings and blast cleaning (desirable)
  • Experience in engaging with contracting companies and technical personnel.
  • High-level computer literacy and professional presentation skills.
  • ACA Inspection Certificate or AMPP CIP to Level 2 (desirable)

What We Can Offer:

Being a Global company, we have a suite of benefits we can offer than your standard permanent role and job stability:

  • Career Pathway and Training: We're committed to helping you reach your career goals. We offer training and development opportunities that open doors to your next steps.
  • Performance Bonuses: Don't settle for the ordinary. You have the potential to earn more with performance bonuses on top of your base salary!
  • Let Akzo Nobel, help you meet your health goals: Your health matters to us. Enjoy a free annual flu vaccination and financial support for health and wellbeing programs of your choice each year.
  • Tools of the Trade: We provide the tools you need to excel – a fully maintained company vehicle, laptop, and mobile phone.
  • Want to stretch your dollar further? Enjoy our employee benefits on discounted private health insurance with Bupa and free access for you and your family on our Employee Assistance Program (EAP), that include discount on retail goods and services. 
  • Looking for more perks? Join us to find out more…

Ready to take your career in coatings to the next level?

Don't miss this opportunity to join our team at AkzoNobel and become a key player in driving sales growth in the mining sector. Apply now with your resume and cover letter outlining your relevant experience and why you'd be a great fit for this role.

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.

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