AkzoNobel - Manager - Distributor Sales

Job Purpose Statement

- 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. 

- The role will ensure distributor performance is in line with agreed 5-year rolling P&L in the contract - corrective actions to be initiated to moderate/change distributor in the event of non-performance/contract violations. Needs to take timely action on gaps/shortfalls, build cases for approvals, support the Territory Officer and Distributor in migrating large SSOs during migration and address channel/market issues if any.

Major Challenges : 

1. Working with a distributor GTM model and ensuring alignment of distributors to delivering defined business plans

2. Shift focus from sell-in to driving offtake programmes to drive sell-out and sell-in

3. Using the painter organisation to gain a fair share in the Medium and Small projects serviced via SSOs in a Distributor GTM

4. Handling transition of GTM from direct to distributor model and managing transition of non-performing distributors or distributors who violate contractual/SOP clauses

5. Identify and building team's capability

Key Decisions and Dimensions : 

- Distributor territory plan - rolling 5 years

- Recruiting DSRs

- Painter engagement, training and pricing support for Medium and Small projects serviced via SSOs in a distributor GTM

- Material returns