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Retail Sales Manager

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Date: Jan 14, 2021

Location: Tangerang, ID

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

The purpose of this job is to manage a team driving sell-in, sell-out and off-take in a defined geography to execute defined GTM models, channel strategy and defined off-take programmes to deliver planned profitable growth through volume, revenue and mix while ensuring productivity of assets deployed in the market – POST/Eeden etc. The role will ensure deployment and execution of all off-take programmes – Eeden, shop assistant, product consultant, painter engagement and Medium and Small projects serviced through SSOs managed by painters on the painter engagement programme to deliver sell-out/sell-in. The role will ensure adherence to contracts, SOPs, CRMs, DERP and any other process tools as per defined norms. The role will also ensure execution of the discounts, rebates and promotions strategy to help expand distribution sustainably by ensuring MOP stability. The role will ensure quarterly review of distributor ROI and take corrective actions to ensure distributors stay within the defined band of ROI

Key Accountabilities

Meet all Distributor at least once in two months.

All discussion to be based on the Distributor Business plan sheet only

Observe and discuss the following with the Distributor proprietor / Manager along with the TO and MDO

Check and reconfirm on the Distributor ways of working

Improve capability of team members basis market and Distributor point visit

Deploy discounts/rebates/promotions through distributor to ensure defined and stable retailer profitability for top 12 to 14 SKUs assessed via MOP tracking

Ensure adherence to defined processes by distributor, distributor teams and AkzoNobel teams ASM/TO (as applicable) and drive usage of all mandated tools:


Key Activities

  • Review distributor on agreed business plan – review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions
  • Identify gaps and agree action plan – inventory, market credit, resource deployment etc.
  • Agree and record plans for balance-to-go
  • Assess capability of distributor, distributor manager, TO and DSR
  • Check Distributors infrastructure – warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate – as defined in the Business plan
  • Review offtake vs. sell-in programmes – painter offtake, Medium and Small projects contribution, shop assistant programmes, In-Store etc.
  • Document and send Minutes of the meeting
  • Plan change in distributor and drive migration in the event of a distributor not meeting norms/breaking contractual norms laid out in the SOP and contract
  • Beat adherence of DSRs and AkzoNobel TOs market visit
  • SLAs – Material delivery/credit terms
  • Commercial – clarity and transparency of accounts to customers
  • Discounts/Rebates/Promotions understanding and adherence to/proper deployment of agreed discounts/rebates/promotions
  • Meet core segmented SSOs to address issues if any and ensure growth


  • Should have the ability to work along with a team of people both FTE, CWF and Distributor and Distributor team to effectively deliver business objectives of sell-in, sell-out and offtake
  • Proven track record of execution of defined programmes and processes through a team delivering defined business objectives and good people management skills
  • Possess good analytical skills and ability to use data to identify issues and opportunities
  • Good Microsoft Office skills (Excel, PowerPoint and Word),
  • Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills


University degree with 6 to 10 years of Sales experience is mandatory of which at least 4 should be managing a team of Sales personnel – prior experience managing distributor GTM models will be an added advantage


Accepting Direction
Accepting Responsibility
Acquiring Information


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: 7911