Sales Accounts Executive

2 weeks ago

Cape Town, Western Cape, South Africa AkzoNobel Full time

Date:
Feb 13, 2024

Location:
Cape Town, ZA

Company:
AkzoNobel


We supply the sustainable and innovative paints and coatings that our customers, communities - and the environment - are increasingly relying on.

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 a pioneering paints company that's committed to science-based targets and is taking genuine action to address globally relevant challenges and protect future generations.

2023 Akzo Nobel N.V. All rights reserved.

Job Purpose:

THIS ROLE WILL BE BASED IN GEORGE


Dedicated frontline salesperson who is responsible for the execution of agreed sales and profitability targets (E.g., Budget volume; value and net profit sales) established by the business within the assigned sales area by developing new business and expanding the business with existing customers (account management).


Key Accountabilities:

Key Accountabilities

  • Revenue and margin according to budget (including accounts receivable and DSO)
  • Accurate sales and projects forecasting, reporting and pipeline documentation
  • Customer retention, acquisition, and loss
  • Direct contact with customers in the field, representing AkzoNobel in a professional manner to deliver customer satisfaction
  • Optimal Customer portfolio and pipeline management (growth & profitability)
  • Deliver on budget in full year on GIV and Volume
  • Demonstrate integrity embrace AN company value and ensure behavior complies to AN code of conduct and HSE policies
  • Maintain and Improve pricing discipline to deliver financial targets
  • Implement effective regional processes and controls to support deliver of regional strategy
  • Control of pricing credits and GRN (0,5% of turnover)
  • Reporting and meeting of deadlines
  • Weekly Call Plan, Month end report and trade result presentations for monthly PDR
  • Accurate 6month pipeline
  • Continual to grow other trade business and deliver and implement brick walling strategy for SPC and Top customers 6 New accounts with turnover of 1,5 mil PA
  • Maintain and approve Customer call cycle by meeting the standard of 25 contact/calls per week
  • Forecast accuracy 95%
  • Develop, deliver, and implement sustainable customer plans for top 20

Key Activities

  • Manage the sales cycle related to a portfolio of customers, in a designated area, to execute sales plan (BTL spend vs Volume/value sales)
  • Systematically screen customer base for new opportunities, generate leads and maintain pipeline
  • Identify, plan and develop new customers in line with business development and marketing plans and targets
  • Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met
  • Perform extensive customer needs analysis and site surveys, meeting with decision makers, understanding their goals, completing an account profile for each account, and identifying challenges
  • Monitor sales against agreed targets and budgets on a regular basis to ensure they are met and where necessary the need for remedial actions is identified, reported and implemented
  • Identifies, targets, and implements the approved sales strategies in the assigned marketplace. (Profitability and pricing structures)
  • Plans, executes, and reports on the sales activities in the assigned sales area. Feedback of market intelligence data and ideas to marketing and channel management
  • Identifies business opportunities, pinpoints, and tries to resolve existing and/or potential problems and requests support from the upper management or supporting functions
  • Educate customers and sales force of our customers on features, advantages and benefits of available product lines and services
  • Understand and assess customer's needs, business objectives, strategies and build compelling customer value propositions representing our portfolio
  • Creates partnerships with customers to proactively grow the category, share of wallet
  • Drives efficient credit management
  • Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines.
  • Build solid relationships:
  • Externally maintain and build relationships with customers, understand their needs, and implement strategies to benefit both parties.
  • Internally build and maintain relationships with TSD, specifiers and regions.

Requirements:

  • Minimum Matric
  • Retail and trade sale experience
  • Emotional stability
  • Closes sales deals by building personal trust and loyalty
  • Provides service by empathizing with customer concerns
  • Makes One on One (Sales) Presentations
  • Maximizes results by systematically managing an Account Plan
  • Account penetration by customer base expansion New business developmentAt AkzoNobel we are highly committed to ensuring an inclusive and resp

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