Vacancy

District Sales Leader (Eastern Canada),
Full-time

Canada, Quebec, Montreal

Business unit: Vehicle Refinishes

About AkzoNobel

AkzoNobel creates everyday essentials to make people's lives more livable and inspiring. As a leading global paints and coatings company and a major producer of specialty chemicals, we supply essential ingredients, essential protection and essential color to industries and consumers worldwide. Backed by a pioneering heritage, our innovative products and sustainable technologies are designed to meet the growing demands of our fast-changing planet, while making life easier. Headquartered in Amsterdam, the Netherlands, we have approximately 46,000 people in around 80 countries, while our portfolio includes well-known brands such as Dulux, Sikkens, International, Interpon and Eka. Consistently ranked as a leader in sustainability, we are dedicated to energizing cities and communities while creating a protected, colorful world where life is improved by what we do.

Responsibility

Main Purpose:


Manages a sales team to achieve agreed sales revenue and margin targets and contributes through cost control to the profit of the unit. Allocates the customer responsibilities within the team and decides the sales activity to generate the agreed sales, sales support levels and customer satisfaction.


Main Management Responsibilities:


•Manage sales and sales force in designated territory.
•Ensure a job profile is in place, set objectives for team members, review development and provide clear, open and constructive feedback on performance combined with the appropriate actions.
•Strengthen the talent pipeline by developing talent and regularly assess and discuss talent and internal movement. Continuously monitor and evaluate retention risk.
•Stimulate, manage and follow through on employee engagement and build on the workforce to reflect the societies and markets in which we do business (D&I).
•Create an open environment in the team where all people can perform at their best and stimulate the development of others and ensures an engaged finance team.
•Ensure reporting line is fully informed and acts in line with HSE and Compliance regulations.
•Manage and plan relevant (departmental) budget and proactively manage the costs.
•Report on progress on a continuous base.


Specific Tasks:


•Take the lead in understanding the customer base, in the assigned market, for the creation, by sales and marketing, of reliable segment plans and sales plans.
•On the basis of these plans contribute to setting sales and growth targets at the allocated customers based on the agreed customer segments and go-to-market models.Create a sales implementation plan based on the agreed sales targets.
•Translate the implementation plan into an activity plan for team.
•Actively monitor and update the implementation plan.
•Ensure the customer allocations to the members of the team are consistent with agreed customer service levels for that customer in its segmentation. Make sales targets consistently clear, visible and measurable with appropriate target and activity-based KPIs.
•Regularly call with the account holder on the key existing and potential customers to maintain close contact with the market and for the purposes of coaching.
•Identify significant business opportunities pinpoint existing and/or potential problem areas and assist field force.
•Arrange for and monitor quality of technical support provided by the technical unit in handling complex customer inquiries and in the resolution of their complaints.
•Provide feedback on customer and competition information in the context of possible further market penetration.
•Check that the customer databases (CRM, ERP) contain up-to-date, accurate and complete customer information.
•Deliver periodical business reviews and participate in the design of business growth and sales plans.
•Coordinate, monitor and support sales activities and performance in the region. Where appropriate coach behavior and skills on a group or individual basis.
•Develop and enhance skills and capabilities of the team and constituent individuals. Ensure the link between skills and career progression is clear and regularly discussed.
•Ascertain the sales team to actively participate in SMU sales competence and training programs (including, sales process-related knowledge / tools).
•Select, train, coach and manage a competent and dedicated salesforce.
•Build a team spirit and actively contribute to the RSMU team.
•Monitor customer satisfaction and support management of customer expectation.
•Ensure all products, sales tools, systems and appropriate support are available, in a timely fashion, to allow for successful completion of plans/targets.
•Promote a positive company image and develop long-term relations with the customer by participating in major customer events.
•Regularly and pro-actively inform the work streams (including, marketing, technical, logistics and finance) about the required sales support level and coordinate their actions in the subordinated sales area.
•Coordinate cascading of information by the work streams to the subordinates on the features and benefits of the products/services.
•Provide information to the sales support unit regarding customers’ needs with regard to marketing tools, services and analysis.
•Promote educating customers on technical requirements of the available product lines and support tools.
•Get familiar with all applicable corporate as well as site policies/procedures with regard to personal conduct/HS&E standards and acts in compliance with all regulations.

Vacancy data

Organisation

Job characteristics

Closing date

August 31, 2017

Vacancy number

2017017948

Continent

North America

Country

Canada

State/Region/Province

Quebec

Site

Montreal

Business unit

Vehicle Refinishes

Job family

Sales

Hierarchy level

Management

Full time/part time

Full-time

Contract type

Permanent


Job requirements/Candidate profile

EDUCATION & EXPERIENCE (required and preferred)


•Minimum 5 years proven track record growing sales, with at least 3 in Refinish or related environment with experience and aptitude for consultative selling.
•Must be completely bilingual (written and spoken) in French and English.
•A minimum of High School education, Bachelor’s degree is a nice to have but not required.
•Has previous sales management experience.


FUNCTIONAL & TECHNICAL EXPERIENCE


•Ability to operate and communicate effectively with all customers from senior management through to body shop technicians.
•Financial analysis skills, ability to understand balance sheets and business management propositions.
•High level of bodyshop and P/L statements background.
•Strong personal motivation, willingness to learn and adapt to different business priorities.
•Clean driving record and ability to pass background screening.
•Travel predominantly within defined territory.


Please send your resume to: karine.levasseur@akzonobel.com


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