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Analista de Excelência Comercial Sr/Sr Commercial Excelence Analyst [Distribuition]- São Paulo (SP)

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Date: 23-Feb-2021

Location: Sao Paolo, BR

Company: AkzoNobel

AkzoNobel has a passion for paint. We're experts in the proud craft of making paints and coatings, setting the standard in color and protection since 1792. Our world class portfolio of brands - including Dulux, International, Sikkens and Interpon - is trusted by customers around the globe. Headquartered in the Netherlands, we are active in over 150 countries and employ around 34,500 talented people who are passionate about delivering the high-performance products and services our customers expect.

Job Purpose

- Development of decorative paints' business
- Train and qualify Akzonobel team and third parties with best practices for developing the category;
- Carry out strategic plans together with customers and distributors;
- Develop customers with market growth potential together with the area coordinator / salesperson;
- Cross sell in / sell out / current stock and no turning of focus line;
- Identify growth opportunities within each category;
- Monitoring and directing commercial actions of AKZO sales channels (Home Center, North and South Specialized Retail and Distribution);
- Maintain constant contact with Division and Regional Managers, Account Leaders, Account Coordinators, Customers and Trade MKT;
- Develop incentive programs for sales teams;
- Understand, build and develop different strategies by region, engaging the sales team within the channel / customer / product line strategy;
- Translate brand strategy into commercial actions with customers and market;

Key Accountabilities

evelop a regional commercial strategy, ensuring that business goals related to sales positivity, volume growth, revenue, mix and margin are met;
Review / analyze management reports to ensure decision making and the best strategy, focusing on identifying new opportunities, providing knowledge about the region;
Responsible for JBP development together with the Account Leader / Coordinator and execution follow-up, identifying best opportunities;
Support to Channel Managers in regional projects. (Ex. Looper, Takeoff, Whitewing, etc.);
Responsible for executing the commercial excellence strategies proposed by the regional and global team;
Evaluation of current commercial policy and propose improvements to ensure better profitability and customer satisfaction;
Sales team training in sales tools, AkzoNobel way of selling and process coaching.- Responsible for the indirect channel excellence program, and its evolution with customers and internal staff;
- Ensure the standard of service of national home center stores that are outside of SP;
- Manage the Prospecting Funnel, identifying Leads and negotiating with greater opportunities;
- Scale together with the commercial / financial area the prospecting proposals;
- Coaching for salespeople;
- Coordinate thematic routes with the sales team. (Visits to a specific region focusing on a product line, prospecting, etc.);
- Evaluate channel peak price execution vs. our recommendation;
- Analysis of the implementation of the development fund and suggesting best practices for using this amount;
- Control of spent rebates, ensuring we are on schedule;
- Recommends and consolidates promotional activities to reduce GAPs or capture new market opportunities;
- Sales team dimensioning and routing adherence evaluation;
- Evaluation of the execution of trade activities at the POS proposing to evaluate alternatives;
- Monitoring and action plan to improve Net Promoter Score (NPS);
- Service Level Monitoring (OTIF);
- Alignment with credit policy;
- Responsible for ongoing distributor replacement assessment and recruitment process for new whites distributors and ensuring 100% national coverage;
- Design and implement intelligent sellout management systems, ensuring differentiation of our business model versus competition - sellout, routing, bigdata, leads, e-commerce;
- Identify management model of CLT vs RCA commercial teams, telesales, and promoters;
- Co-lead national distributor meeting where we have 18 of Akzo's top 50 customers


- Graduate in Administration, Finance, Marketing;
- Desirable MBA in sales and / or marketing;
- English level: fluent or advanced;
- Knowledge in using personal computers including MS Office;
- Desirable 5-year sales and / or marketing experience;
- Desirable Teamwork Experience;
- Desirable to travel;
- Driver's license;
- Ability to work in cross-functional teams;
- Ability to develop multitasking;


All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Requisition ID: 8849