Key Account Manager

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. In operational, Key Account Managers will more focus on Sell Out & Offtake from Store to shopper 

Key Accountabilities

• Fully accountable in executing Sell Out activities and Offtake activities in his/her respective areas.
• Drive data gathering in his/her respective territories to get market insight and competitors activities
• Report the market insight to Key Account Manager and propose some local modification for Sell Out and Offtake promotion programs.
• Monitor the execution of Sell Out and Offtake promotion programs
• Lead coordination meeting with stake holder of Sell Out and Offtake promotion programs
• Deploy sales force to support the implementation of Sell Out and Offtake promotion programs
• Evaluate the implementation of national and local Sell Out and Offtake promotion programs (demand generation)
• Ensuring the POST & DC performance Outcome: Smooth implementation of national and local Sell Out and Offtake promotion programs
• Maintain day to day and direct contact with distributors in his/ her respective MTI store, representing AkzoNobel in a professional manner to achieve target sales volume and value and all other Sales KPI’s within set policies to support the achievement of company’s goals and objectives.
• Analyze historical sales performance detail store by store. Finding some opportunity make Dulux & Catylac grow in MTI store
• Recommend necessary action for distributors to Key Account Manager Outcome: Action plan by distributors to achieve sales target.
• Responsible to improve Distributors Salesmen Representative (DSR) skill and capabilities:
• Effectively engage and work closely with DSR team
• Assess the gap between expected performance and capabilities of his/her DSR

Key Activities

• Provide input to Key Account Manager on the training requirement for his/her respective DSR team.
• Provide training on Basic Call Procedure (BCP), Product Knowledge as well as field coaching to increase DSR productivity.
• Monitor the execution of DSR training requirement. Outcome.
• DSR training requirement
• Increasing sales team performance.
• Increase company assets (POST machines, Dulux Consultant and In-Store Branding) in his/ her respective territories
• Identify POST machine, DC and In Store Branding requirement (by store) in his/her respective territories to win the competition.
• Regularly monitor the productivity of asset in his/ her territories
• Execute and monitor the asset productivity actions. Job Description AkzoNobel
• Collaborate with cross functional teams including getting support from relevant functions to execute his/her above asset productivity plans Outcome
• Requirement of Asset (i.e. POST machines, DC and In Store branding) in his/ her respective territories.
• Regular monitoring of asset productivity vs target
• Ensure customer retention and acquisition
• Manage customer portfolio and pipeline
• Create partnerships with customers to proactively grow the category, share of wallet
• Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines Outcome: customer loyalty
• To collect data for territory understanding and key account management.
• Gather detail information on territory understanding, i.e. market segmentation, product availability, competitor activities and share.
• Complete key account and outlet profile
• Analyse the data gathered and send report to Key Account Manager to give better understanding on local market situation
• Provide input in developing the trade promotion programs to maximize the impact Outcome: Doing Account Management (Shopper, Store & Supplier understanding).
• Ensuring distribution of MSL (Must Stock List) in all pareto store and 100% core SKU in non pareto store.
• Ensuring Price tag & reporting the bottom price after promotion for Key Account Manager
• Place implementation by driving planograming in primay & secondary place Pack is related to NPD. So, Key Account Representative must ensuring 100% NPD are distributed in all pareto store nn. Preposition : All of the Communication in Store. So, Key Account Representative are responsible for all POP & POSM in store like Call to Action, skirting, wobbler, FSU, shopblind & shopsign Outcome :Doing Category Management 6P Implementation & report to Key Account Manager
• Provide demand forecast for his/ her respective distributors in line with the business IBP processes.
• 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 Outcome : Always doing all of business things that comply with business integrity company guidance 

Experience

Educational qualifications: Diploma degree from any discipline.

Relevant experience: 2 years in sales work experience (retail business), building material industry will be an advantage

Personal characteristics & behaviors: - Good analytical thinking - Strong in selling skill and account management (think shopper, store & supplier) - Good interpersonal skill and independent - Good coordination skill in managing distributors, DSR and DC - Capability for problem solving and strong can do spirit. - Excellence in execution skill and mind-set

Education

Educational qualifications: Diploma degree from any discipline

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