Sales Accounts Executive

2 weeks ago

Cape Town, 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 6-month 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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