AkzoNobel - Head - Retail Sales - Deco Paints

Job Purpose Statement

The purpose of this role is to execute sales strategies within defined GTM models, defined resources (people/discounts/rebates/promotions etc.) and while driving adherence to defined processes and tools to deliver SSO GTM revenue, volume, mix, channel, ROS%, CM%, and productivity objectives.

- Execute Volume Value and CM targets

- Managing productivity of resources (manpower, capex)

- Execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line

- Accountable for Sell-in, Sell-out, Offtake, ensuring process adherence and usage of all defined tools by self and team

- Capability and capacity building thru skill development process simplification and right talent mix.

- Working closely with marketing to effectively combat competition.

- Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified.

KEY RESULT AREAS (KRA) MAJOR ACTIVITIES OUTCOME

1. Volume, Net revenue and CM - Delievry of Topline (Volume, Revenue)

- Delivery of Contribution Margin Right mix

2. SSO GTM delivery - Execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line

- Deliver on plan revenue, volume, mix, channel, ROS% and CM% for SSO GTM

- Conduct monthly and quarterly reviews with RSMs to ensure delivery of business plan is on track and take/propose corrective actions in the event of likely gaps

- Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified as part of the IBP process

- Ensure robust business planning and deliver business plan for the SSO GTM

3. Productivity - Deploy right manpower

- POST strategy Asset as well as manpower utilisation

4. Accountable for Sell-in, Sell-out and Offtake

- Ensure robust delivery of defined Offtake plans - painter loyalty, Medium and Small Projects, Shop Assistant programme, Eeden deployment as applicable

- Ensure usage of Offtake MIS by team to drive Sell-out from Distributor

- Ensure deployment of Supply Replenishment in DERP and regularly monitor stock norms with support from ISC to ensure Sell-in to the distributor

- Drive Sell-in and Sell-out by robust deployment of defined Offtake programmes

5. Develop competency linked capability for the SSO team

- Utilise training curriculum from the Sales Competency Framework (SCF) to increase team skill and capabilities

- Effectively engage, develop and lead own team - Direct Reports

- Ensure that all team members - AkzoNobel and Distributor are made aware of their defined role in operations and business plan and ensure delivery

- Ensure regular training and 100% usage of defined tools - DERP, CRMs - Retail, Pro for Painter and Case Management

- Provide support and leadership to respective AkzoNobel and Distributor/CWF team by identifying relevant call-for-action areas if any and thereafter working on a plan to improve upon through training, shadow working and feedback where necessary

- Drive Continuous Improvement across the SSO organization to generate value to customers and AkzoNobel - service, capability, efficiency and productivity

- Cooperate with others function in managing people management process (recruitment/training and development/retention/rotation/ termination)

- Ensure credible annual updation of Retail Landscape date by team Develop a capable team who can deliver best-in-class effectiveness and productivity

6. Process ownership and collaboration - Must own defined sales strategies, processes and tools

- Ensure annual exercise of Retail Landscape

- Should provide comprehensive inputs to Marketing and RD&I on portfolio gaps if any, evolving product performance trends vs. key competition in the market

- Ensure and jointly own demand plan for all new product introductions with Marketing

- Ensure close collaboration with ISC on Demand Control Be the custodian of Sales strategies, processes and tools in the country relating to SSO GTM and collaborate with Marketing, RD&I and ISC.

Major Challenges

1. Working with a Channel distributing paints across diverse geographies and markets with a significant number of regional and local competitors

2. Ensuring team understands and operates distributors as per defined SOP

3. Identify and building team's capability

4. Developing capability for demand planning accuracy

5. Migrating to simpler discounts, rebates and promotions structure for a distributor led GTM