Define operational strategy and develop, negotiate, manage and ensure realization of contracts for the assigned key account(s)
Fully understand the key account's current and future needs and align joint business opportunities to develop revenue and a long-term
relationship
Create and own the Customer Value Proposition at the key account including the negotiation and management of all contracts
Keep an overall perspective of the customer's interface with AkzoNobel and inform the organization of key developments through effective internal communication
Identify and prioritize growth opportunities for the Business Area at assigned key accounts
Create a strong network with other functions within AkzoNobel with regards to this key account
Create partnerships with customers to proactively grow the category, as well as share of wallet and shelf
Communicate strategic plans for each customer and verify with sales manager the application of these plans
Review Progress with customer against plan, identify areas for continuous improvement. Review progress versus strategy and financial performance
Create and ensure execution of joint business plans with key customers
Own promotional strategy for the assigned customer
Communicate activation plan to the Field sales force for the assigned customers including target setting and KPIs
Identify, plan and develop new customers within specific area
Prescribe suitable specifications that will “delight” the customer and drive growth to proactively grow the category and share of wallet.
Be familiar with all the applicable corporate as well as site policies/procedures with regard to personal conduct and HSE standards and acting in compliance with all applicable regulations
Key Accountabilities
Create and execute Account Plan aligned with Regional / Global Segment & Marketing plan
Develop relevant Commercial pipeline for respective accounts
Deliver the agreed financial and nonfinancial targets in line with business budgets
Drive innovation through accounts
Develop and maintain contact map within each account - at all reporting level and across all functions
Drive Continuous Improvement across the organization to generate value to customers - Service, capability, efficiency and productivity
Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new product developments, makes plans for trials
Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency
Steward new business development projects opposite account requirements
Source new business through a process of specification up to point of sale
Job RequirementsEducation
Knowledge & Work Experience - Paints and coatings industry, any B2B industry environment. 5-8 years of work experience in commercial roles, sales and key account management, sales to strategic accounts
Diploma or Bachelor Degree in business management or related field.
Skills
Problem solving
Stakeholder management
Project management
Decision making
Creating value propositions
Results orientation
Communication and presentation
Commercial and business acumen
Italian Mother Tongue
Fluent English
Basic understanding of cross functional processes and financial concepts related to sales and cost to serve
At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.Requisition ID: 48152
