Business Development Manager, Distributor Management

Job Purpose

The purpose of this job is to define and to own the roadmap for Professional Distributor Model. Ensure the execution of GTM strategy in collaborating with Distributors and ensure the sustainability of distributor deployment by delivering incremental growth in the distributor territories supporting for the overall segment’s profitability related targets

Build and develop the capacity and capability for Distributors and Distributor Sales forces to operate their business effectively and efficiently that aligning with AkzoNobel business goals by providing necessary on-boarding, refresher and new joinee training for distributors, distributor teams and AkzoNobel sales personnel managing distributors.

Ensure communication and 100% compliance to SOPs, contracts, systems and processes of the Distributor deployments in the country. Ensure usage of CRMs (CRM Case Management and CRM Retail) by distributor, distributor teams and AkzoNobel Sales personnel.

Key Accountabilities

• Lead to execute the roadmap for Professional Distributor Model
• Define and implement Distributor KPIs and investment toward Akzo strategies
• Build and implement a set of processes and tools that monitor and support distributor operations
• Work with RSM to develop and implement annual sales plans for distributors supporting business growth mandate
• Monitor and support distributors in operations aligning with SOP and defined model
• Implement and monitor/provide feedback on all processes and systems related to the Distributor deployment

Key Activities

• Working with distributors and their teams and ensuring compliance
• Mitigating risks of negative impact from existing customers (Direct Dealers, Authorized Wholesalers &  Non-Direct DealerS)
• Managing multiple deployments during transition process for the country
• Ensuring team understands and operates distributors as per defined SOP
• Identify and building team’s capability
• Business impact for change in distributor
• Propose KPIs and Investment for Distributor and Distributor Sales Forces on yearly basic
• Determine actions for non-compliance with clear evidence recorded via email/hardcopy with distributor
• Drive compliance to SOP, contract terms, systems deployment, tools usage by the distributors, their teams and AkzoNobel sales personnel managing distributors

Experience

• Experience managing distributor operations or exposure to sales in an industry with distributor deployments will be an advantage
• Strong Microsoft Office skills (Excel, PowerPoint and Word)
• Must be a self-starter, possess people skills; ability to multi-task effectively with cross functional teams and meet deadlines
• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
• Working experience with industries in distribution like Appliances, Lubricants, Construction would be a plus

Education

• University degree with 8-10 years of sales experience with at least 4 years heading a sales team