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Area Sales Manager QLD

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Date: Feb 18, 2021

Location: Willawong, AU

Company: AkzoNobel

The Area Sales Manager is responsible for planning, implementing, and directing their sales effort through independent distributors.  The position focuses on both developing a strong and effective client base and distribution network.  It balances the dual objectives of market share growth and improving return on investment.  The ASM works in close cooperation with the State Sales Manager, Logistics, Technical and Finance functions to assure that company goals are met.
Targeting appropriate profitable clients and foster business relationships

The ASM needs to be fully capable of making all aspects of the business run more efficiently from marketing and sales to finance and IT. Interpersonal skills and leadership capability are paramount, as great teamwork is vital to our success. The ASM needs to identify new opportunities quickly based off objective data. The ASM is also expected to be able to think on their feet. The landscape of our industry changes daily, and we need someone who can adapt and learn on the spot.

Sales Growth
- Develop business Management goals and objectives that tend to growth and prosperity
- Designing and implementing a strategic sales plan that expands company's customer base and ensure it's strong presence
- Seeks out new customers based on long-term fit with company strategy
- Gain and develop business with Regional Key Accounts
- Manage and develop sales by training and leading distributor sales staff
- Ensures that sales support tools are available and are implemented into the selling process
- Achieves the annual sales objective in volume and value
- Work with State Sales Manager to create long term company strategy
- Prepare a comprehensive business plan that delivers the greatest value to AkzoNobel.

Distribution Growth
- Seeks to ensure that we have the best possible distribution network, and complete market coverage
- Ensures that distributors are well trained and directed
- Implements and manages via annual business plans with every distributor and branch
- Work with Independent Distribution to create new business leads and meet company strategy

People Development
- Provides ongoing training for new and existing distributor staff, emphasizing a customer focused, needs-based selling process
- Provides ongoing coaching to all distributor salespeople in selling skills, the selling process/ cycle, and using the sales tools

- Achieves annual sales target
- Controls expenses to within plan
- Assists Finance Department in achieving targeted A/R levels
- Organize and coordinate operations in ways that ensure maximum productivity whilst remaining within company costs structure.

- Follows guidelines for use of company vehicles at all times
- Ensures that all distributor staff are properly trained in HS&E issues relating to Akzo Nobel CR products
- Ensures that both AkzoNobel CR and distributor staff follow HS&E guidelines when demonstrating products

- Communicates regularly with other salespeople and distributors
- Works closely with State Sales Manager, Finance, Operations, and Technical departments to coordinate activities and ensure all company goals are met
- Ensures state business plan is completed and up to date
- Depending on level of Technical skills in VR, provides technical support to VR customers as needed

- Minimum 5-7 years experience in the vehicle refinish market, and/or a combination of education and experience will be considered
- Thorough knowledge of company products, systems, and application techniques
- Sales and sales management experience
- Exceptional communication and motivational skills
- Multi-Tasking ability
- Understanding of basic business management, including Profit & Loss, Cash Flow, Inventory Management, and Accounts Receivable
- Effective leadership skills – lead by example – in communication, organization, time & territory management, and professionalism
- This position will require regular regional and occasional interstate travel.
- Represent the company in events, conferences etc.