Sales Excellence Specialist

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Date: 03-Mar-2023

Location: Warsaw, PL

Company: AkzoNobel

We’ve been pioneering a world of possibilities to bring surfaces to life for well over 200 years. As experts in making coatings, there’s a good chance you’re only ever a few meters away from one of our products. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than 150 countries and have set our sights on becoming the global industry leader. It’s what you’d expect from the most sustainable paints company, which has been inventing the future for more than two centuries.

Job Purpose

The purpose of this role is to drive functional excellence by ensuring the successful deployment of Sales Force Excellence and commercial initiatives across the relevant regional commercial businesses in VR EMEA (BU: Automotive and Specialty Coatings).


Key Accountabilities


  • Drive and coordinate the implementation of frameworks, processes and tools related to the Sales Force Excellence (SFX) program across the allocated region and /or segment: Sales Force Effectiveness including Sales Strategy, Customer Engagement Strategy, Territory Optimization, Performance-driven Sales Routines.
  • Plan, monitor and report progress and impact of Sales Force Excellence initiatives.
  • Provide guidance and input to global SFX team to ensure business relevancy, applicability and efficiency of global SFX initiatives.
  • Evaluate the financial impact of potential opportunities and challenges to enable decision making that will drive and support profitable growth in the market.
  • Be a counterpart and sparring partner to the Country Cluster Manager/Sales Leader on driving and implementing functional excellence.
  • Drive targeted improvement in sales teams by addressing performance gaps and embed improvements within demand forecasting to supporting the IBP process.
  • Review, propose and roll out improvement initiatives to build sales force capability related to each step of the sales process (e.g. customer targeting, key account management, distributor management, negotiation skills, etc.).
  • Provide vision, leadership and support to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency.


Job Requirements:

  • Minimum Bachelor's degree in business management or related field (MBA Preferred).
  • 8+ years of experience in finance, commercial roles, sales excellence, sales management, key account management, sales project management, preferably within the paint and coatings industry.
  • Ability to communicate effectively at all levels of the organization.
  • Commercial and business acumen.
  • Analytical mindset, with the ability to interpret data and turning into valuable insight.
  • Proficiency in Excel, Power BI, SAP and CRM systems.
  • Strong written and verbal communication skills in English.

At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.