AkzoNobel Looking for Recruiting Role at Jabalpur, Madhya Pradesh Full Time

Location: Jabalpur, IN

Company: AkzoNobel

We’ve been pioneering a world of possibilities to bring surfaces to life for well over 200 years. As experts in making coatings, there’s a good chance you’re only ever a few meters away from one of our products. 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 the most sustainable paints company, which has been inventing the future for more than two centuries.

Job Purpose

The purpose of this job is to work with the Distributor to help, drive and improve numeric reach and market share as planned in the P&L sheet in the designated area of operation. Work with the Distributor Manager and drive a team of Distributor Sales Reps (DSRs) to deliver the key sell-out KPIs – Revenue, Mix, as per defined P&L, SSO reach, SSO depth, SSO assortment as per segmentation, POST placement and productivity and ensure service levels from distributor to SSOs on credit terms and delivery in line with market practice/expectation. Must ensure SOP adherence by the Distributor on – replenishment norms; daily and weekly meeting/review routines; all invoicing in DERP daily; CRM usage by DSR and self; ensure dissemination of discounts/rebates/promotions to SSOs as agreed with the Distributor by the DSRs; collect and report market intelligence; and ensure adherence to other relevant terms of trade as per contract. Own and drive off-take programme initiatives like Eeden and Shop Assistant programmes in core segmented SSOs. Support the MDO/Painter Rep team with identification of painters for the painter programme. He needs to build capability of the Distributor Sales Reps

Key Accountabilities

1. Assist in Appointing Distributor Sales Reps (DSRs) Short list candidates by conducting a first round of interview to assess the preparedness and fitness for the role. Create pipeline of such (keep the attrition of people in mind)

• Focus on candidates with Paint or similar industry background
• Understand location constraints of the candidate

2. Training and capability of Distributor’s team Train DSRs on the following:

• Briefing on AkzoNobel profile
• All Products – USP of AkzoNobel Products and Competitors
• Discounts/Rebates/Promotions – Understanding and how to articulate and demonstrate the financial benefits to the Dealer
• POST policy – Benefits of a tinting machine
• Terminologies – example: reach; segmentation; assortments etc.
• Shadow market working with DSE

Market profile

• Brief on the SSO’s behavior, market size and AkzoNobel share of the market allotted

Appraise Distributor owner and manager

• AkzoNobel profile
• Key terms of contract and implications
• Category of products
• Terms of trade
• SLA – Material delivery time
• Warehouse – Planogram/Stacking norms
• Key business indicators – Active/Monthly Invoiced/POST/POST productivity/Assortments etc.
• Importance of off-take programmes enabling sell-out

3. Distribution deliverables • Assist DSR to appoint B1 and B2 – medium and large SSOs (ABC classification to be used until segmentation based on Retail Landscape is available)

• POST expansion and productivity in the defined geography as planned in the Distributors P&L sheet (5-year rolling)

Competencies

Accepting Direction

Accepting Responsibility

Acquiring Information

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 20651