Key Account Representatives

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 by driving 3 pillars of Modern Trade; Account Management, Category Management & Business Acumen. In operational, Key Account Representatives will more focus on Sell Out & Offtake from Store to shopper. Keep on monitoring store by store & do collaboration with TO, DGO and MDO another MTI stakeholders in field.

Key Accountabilities

a. Fully accountable in executing Sell Out activities and working together with Market Development Officer (MDO) in executing Offtake activities in his/her respective areas.
b. Drive data gathering in his/her respective territories to get market insight and competitors activities
c. Report the market insight to Key Account Manager and propose some local modification for Sell Out and Offtake promotion programs.
d. Monitor the execution of Sell Out and Offtake promotion programs
e. Lead coordination meeting with stake holder of Sell Out and Offtake promotion programs
f. Deploy sales force to support the implementation of Sell Out and Offtake promotion programs
g. Evaluate the implementation of national and local Sell Out and Offtake promotion programs (demand generation) 
h. Ensuring the POST & DC performance

Key Activities

Smooth implementation of national and local Sell Out and Offtake promotion programs

Action plan by distributors to achieve sales target

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

Increase company assets (POST machines, Dulux Consultant and In-Store Branding) in his/ her respective territories

Ensure customer retention and acquisition

To collect data for territory understanding and key account management

Provide demand forecast for his/ her respective distributors in line with the business IBP processes

MTI stores recommendation for POST machine, DC placement, In Store branding and promotion program Implementation.
Provide recommendation on possible MTI opportunity such new store, plan, store re-layout, branding to KAM, DC, MDO & distributor
Training development plan for his respective team members

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

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