Area Sales Manager, Aerospace, BA PC Specialty,


Business unit: Performance Coatings

About AkzoNobel

Initial content


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.

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

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.

Vacancy data


Job characteristics

Closing date

November 30, 2017

Vacancy number






Business unit

Performance Coatings

Job family

Sales & Marketing

Hierarchy level


Full time/part time


Contract type


Job requirements/Candidate profile

Initial content