Specification Sales Representative - Powder

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 customers.  Focusing on the specified segment and powder coating application market, this role interfaces with key stakeholders and decision-makers (Architects, Specifiers, Contractors, and Project OEM accounts) to influence the selection of AkzoNobel products at a project’s specification phase. 

Key Responsibilities

• Educate Architects, Specifiers, Contractors, Project OEM and other key stakeholders through presentations and providing updates on new materials and refreshing knowledge on current technologies.
• Promote AkzoNobel products and new technologies that support the specified market segment.
• Coordinate and communicating timely information from the Global and Regional Marketing teams through to regional stake holders.
• Assume commercial responsibilities, in a limited geographical territory, for development and maintenance of target segment accounts. 
• Acquire technical and commercial knowledge on respective global market/industry performance specificitions (i.e., AAMA, Qualicoat, and GSB) to present to a target audience.
• Responsible for compiling and maintaining a portfolio of the key stakeholders for a given market (i.e. architects, specifiers, contractors, associations, suppliers, and support network) for the specified segment in the region.
• Create and maintain a network of segment contacts.
• Identify, develop, educate and secure specification positions of top accounts with short term high value project potential.
• Track regional projects and quantifying values relating to powder coating in the region. Document in CRM all project leads and secured specifications.
• Support Account Managers in the region with the target segment accounts through customer visits, education and communications.
• Support Account Managers and Technical Service Representatives by providing communications on product updates and new technologies from Global and other North American regions.
• Collaborate through customer visists and other communications to educatate the market.
• Attend regional events and tradeshows that support the market segment.
• Report activities, plans, and efforts to the Regional Manager and NA Marketing team.
• Communicate with colleagues in other regions that support the the same market segment and relay the information back to the local stakeholders.
• Supporting key assigned accounts with commercial duties relating to the business.
        Commercial Duties:
  • Provide front line support for powder coating applications at strategic accounts.
  • Actively manager the Cost-to-Serve at each account.
  • Actively manage travel and expense budgets for the territory.
  • Use and management of Sales Force Automation Tools utilized by the business unit. (CRM)
  • Operate and practice according to AkzoNobel Code of Conduct.
  • Participate in the New Product Process through development of ideas and information to support new stage gate processes.

Job Requirements

• Knowledge & Work Experience – Paints and coatings industry, any B2B industry environment.  3-5 years of work experience in commercial roles, sales and key account management, sales to strategic accounts; specification sales experienced preferred.
• Minimum Bachelor Degree in business management, chemical engineering or related field.  
• Skills – Stakeholder management, project management, decision making, creating value propositions, drive, results orientation, customer service orientation, problem solving, communication and presentation, commercial and business acumen, basic understanding of cross functional processes and financial concepts related to sales and cost to serve.
• Computer proficiency including Customer relationship management CRM software, internal database, electronic mail software, presentation software (PowerPoint), Spreadsheet software (Excel), word processing software (Microsoft Word)

Compensation & Benefits

Base salary range for this role is: $96,000 to $111,000. This is the range that we in good faith anticipate relying on when setting wages for this position. We may ultimately pay more or less than the posted range. This salary range may also be modified in the future.

SFI (Sales-Force Incentive) 35%

401K retirement savings with 6% company match
Medical insurance with HSA
Dental, Vision, Life, AD&D benefits
Generous vacation, sick and holiday pay
Progression (pay-for-skill) pay plans 
Short & Long term disability
Paid Parental leave after 1 year
Career growth opportunities
Active Diversity & Inclusion Networks
Employee referral bonus
Employee appreciation days

Competencies