Territory Officer

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

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.
a.    Drive data gathering in his/her respective territories to get market insight and competitors activities
b.    Report the market insight to Retail Sales Manager and propose some local modification for Sell Out and Offtake promotion programs.
c.    Monitor the execution of Sell Out and Offtake promotion programs
d.    Lead coordination meeting with stake holder of Sell Out and Offtake promotion programs
e.    Deploy sales force to support the implementation of Sell Out and Offtake promotion programs
f.    Evaluate the implementation of national and local Sell Out and Offtake promotion programs (demand generation)
Outcome: Smooth implementation of national and local Sell Out and Offtake promotion programs
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.
a.    Analyze historical sales performance for his/ her respective area, review distributors performance to develop action plan for his/her area.
b.    Communicate to distributor on target coverage, stock level, credit limit, TOP, etc.
c.    Analyze and lead day to day sales review with distributor to ensure the achievement of all target KPI for distributors (coverage, stock level, credit limit, TOP, etc).
d.    Execute required action within his/her authority
e.    Report the distributor achievement to Retail Sales Manager
f.    Recommend necessary action for distributors to Retail Sales Manager
Outcome: Action plan by distributors to achieve sales target.
3.    Responsible to improve Distributors Salesmen Representative (DSR) skill and capabilities:
a.    Effectively engage and work closely with DSR team
b.    Assess the gap between expected performance and capabilities of his/her DSR 
c.    Provide input to Retail Sales Manager on the training requirement for his/her respective DSR team.
d.    Provide training on Basic Call Procedure (BCP), Product Knowledge as well as field coaching to increase DSR productivity.
e.    Monitor the execution of DSR training requirement.
Outcome:
a.    DSR training requirement
b.    Increasing sales team performance.
 

Key Activities

4.    Increase company assets (POST machines, Dulux Consultant and In-Store Branding) in his/ her respective territories 
a.    Identify POST machine, DC and In Store Branding requirement (by store) in his/her respective territories to win the competition. 
b.    Regularly monitor the productivity of asset in his/ her territories 
c.    Execute and monitor the asset productivity actions.
d.    Collaborate with cross functional teams including getting support from relevant functions to execute his/her above asset productivity plans 
Outcome:
a.    Requirement of Asset (i.e. POST machines, DC and In Store branding) in his/ her respective territories.
b.    Regular monitoring of asset productivity vs target
5.    Ensure customer retention and acquisition 
a.    Manage customer portfolio and pipeline
b.    Create partnerships with customers to proactively grow the category, share of wallet
c.    Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines 
Outcome: customer loyalty
6.    To collect data for territory understanding and key account management.
a.    Gather detail information on territory understanding, i.e. market segmentation, product availability, competitor activities and share.
b.    Complete key account and outlet profile
c.    Analyse the data gathered and send report to Retail Sales Manager to give better understanding on local market situation
d.    Provide input in developing the trade promotion programs to maximize the impact
Outcome: accurate territory profile.
7.    Provide demand forecast for his/ her respective distributors in line with the business IBP processes.
8.    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
 

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

Education

Educational qualifications:
Diploma degree from any discipline.

Competencies