Territory Officer Surabaya

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 established by the business within the assigned sales area by developing new business and expanding the business with existing or new customers by executing and monitoring sales in his/her territory in order to achieve target sales and all KPI’s within set policies to support the achievement of area’s goals and objectives.
 

Key Accountabilities

• Sell Out and Offtake Execution: Lead activities, gather market insights, modify promotion programs, monitor execution, and evaluate effectiveness.
• Distributor Management: Maintain contact, analyze performance, communicate targets, review progress, execute actions, and report achievements.
• DSR Skill Enhancement: Assess gaps, provide training input, deliver coaching, and monitor training execution.
• Asset Increase and Productivity: Identify requirements, monitor productivity, execute improvements, and ensure effective utilization.
• Customer Retention and Acquisition: Manage portfolio, establish partnerships, address queries, and ensure satisfaction.
• Territory Understanding and Key Account Management: Gather data, analyze insights, provide input for promotions, and support territory management.

Key Activities

1.    Fully accountable in executing Sell Out activities and working together with Market Development Officer (MDO) in executing Offtake activities in his/her respective areas.
2.    Maintain day to day and direct contact with distributors in his/ her respective area, 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.
3.    Responsible to improve Distributors Salesmen Representative (DSR) skill and capabilities:
4.    Increase company assets (POST machines, Dulux Consultant and In-Store Branding) in his/ her respective territories 
5.    Ensure customer retention and acquisition 
6.    To collect data for territory understanding and key account management.
 

Experience

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 territorial management.
-    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

Experienced in managing territory of East Java, based in Surabaya
 

Education

Educational qualifications:
Diploma degree from any discipline.

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