Vacancy

Area Project Head- Architecture Services (NCR),
Full-time

India, Haryana, Gurgaon

Business unit: Decorative Paints South Asia & ME

About AkzoNobel

AkzoNobel has a passion for paint. We’re experts in the proud craft of making paints and coatings, setting the standard in color and protection since 1792. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. Headquartered in the Netherlands, we operate in over 80 countries and employ around 35,000 talented people who are passionate about delivering the high performance products and services our customers expect. The sale of our Specialty Chemicals business is expected to be completed by the end of 2018. For more information please visit www.akzonobel.com.

Responsibility

  Principal Accountabilities:

 

 
 

 
1)      Management of the Dulux Architects Relationship Program at zone level– a program designed to service Key Specifiers/Architects/Interior Designers in respective city through various initiatives launched by Akzo Nobel from time to time, resulting in the Dulux Brand being specified in various projects conceived and designed by the Specifiers. The initiative would involve direct service to architects

 
 

 
2)      Delivers market product penetration and promotion to drive architectural and design (A&D) sales efforts, builds relationships at a senior level and key influencers in key A&D practices in order to identify, develop, and secure new business opportunities.

 

 

 
 

 

 
Key Roles and Responsibilities:

 
1. Prepares annual business plan, including identification of key A&D firms, target clients aligned with each firm, prioritization of target accounts, and strategies to develop each account, working collaboratively with relevant A&D firm to increase market share and develop stronger business relationships.

 
2. Actively schedules and presents new product and program presentations each quarter to target firms to ensure most up-to-date product knowledge has been communicated.

 
3. Applies working knowledge of A&D community and contacts to influence specifications.

 
4. Establishes and maintains solid relationships with A&D firms while providing colour and product support to specify Dulux products that solve end-user problems and contribute to achievement of region’s sales goals.

 
• Promotes, communicates, and positively represents Dulux products, services, and capabilities to A&D firms, influencers, and potential customers. Maintains high degree of professionalism at all times.

 
• Develops and fosters collaborative working relationships with sales leadership, area sales teams, and cross-functional strategic account teams to support market account initiatives in achieving sales goals.

 
• Strategically positions Dulux products against competitive products to potential clients to educate customers on benefits and value of using Dulux products.

 
• Contributes to collaborative business plan developed by Manager-Architectural Services and to achieve maximum account penetration of existing accounts and maximum generation of new accounts.

 
• Fulfills assigned sales reporting requirements as needed to communicate account status to involved parties, including using CRM and all other computer tools needed to complete reports.

 
 

 

 
 

 

 
Functional Responsibilities/Network:

 
1. Works in close coordination with the various sales team, marketing team & product managers

2. Reports to the Manager-Architecture Services responsible for Specifier Program
 


 

 
 

 

 
Job Context:

 
AkzoNobel is the world’s largest coatings company with a turnover of € 15 Billion. The India South Asia business unit has access to world class products, processes and technologies.

 
Dulux Professional business caters to large institutional customers and specifiers like architects and interior decorators and services the Painting needs of these customers through the contractors registered with Dulux. We have an ambition to be market leaders in the Projects segment. The role of the Specifier/Architect is a key factor driving the growth of the Dulux Professional business – since the Specifier plays the role of an Influencer or Decision maker for the brand. The incumbent will have to support all the Specifer linked initiatives launched by the company from time to time.

 
 

 

 
 

 

 
Key Success Factors:

 
0. Enhance Customer Experience – The incumbent needs to enhance the relationships with their customers by exploring innovative ways to meet their needs. They need to work hard to focus on the success of their customers and become their trusted  partners

1. Drive Commercial Success - The incumbent needs to be driven to add value. They need to develop new and improved ways for achieving business success. They need to measure their achievements in financial terms e.g. budgets, cost.
 


 

 
 

 

 
Other skills:

 
Education and Experience:

 
0. MBA from premier B school or non-premier B- school

1. Prior Experience in Architect specification function or Government specification

2. Preference: Female

3. Relevant Industry: Sanitary ware/Building products/Paints/Home Automation/Lighting/furniture.

4. Good knowledge on colour would be added advantage.

5. Willingness to move into any Sales role in future

6. High EQ, creative, high ability to adapt and great communication skills
 


 

Vacancy data

Organisation

Job characteristics

Closing date

October 25, 2018

Vacancy number

180003SR

Continent

Asia

Country

India

State/Region/Province

Haryana

Site

Gurgaon

Business unit

Decorative Paints South Asia & ME

Job family

Sales_Key_Acc_Mgmt

Hierarchy level

Professional/Experienced/Specialist

Full time/part time

Full-time

Contract type

Permanent


Job requirements/Candidate profile

  Principal Accountabilities:

 

 
 

 
1)      Management of the Dulux Architects Relationship Program at zone level– a program designed to service Key Specifiers/Architects/Interior Designers in respective city through various initiatives launched by Akzo Nobel from time to time, resulting in the Dulux Brand being specified in various projects conceived and designed by the Specifiers. The initiative would involve direct service to architects

 
 

 
2)      Delivers market product penetration and promotion to drive architectural and design (A&D) sales efforts, builds relationships at a senior level and key influencers in key A&D practices in order to identify, develop, and secure new business opportunities.

 

 

 
 

 

 
Key Roles and Responsibilities:

 
1. Prepares annual business plan, including identification of key A&D firms, target clients aligned with each firm, prioritization of target accounts, and strategies to develop each account, working collaboratively with relevant A&D firm to increase market share and develop stronger business relationships.

 
2. Actively schedules and presents new product and program presentations each quarter to target firms to ensure most up-to-date product knowledge has been communicated.

 
3. Applies working knowledge of A&D community and contacts to influence specifications.

 
4. Establishes and maintains solid relationships with A&D firms while providing colour and product support to specify Dulux products that solve end-user problems and contribute to achievement of region’s sales goals.

 
• Promotes, communicates, and positively represents Dulux products, services, and capabilities to A&D firms, influencers, and potential customers. Maintains high degree of professionalism at all times.

 
• Develops and fosters collaborative working relationships with sales leadership, area sales teams, and cross-functional strategic account teams to support market account initiatives in achieving sales goals.

 
• Strategically positions Dulux products against competitive products to potential clients to educate customers on benefits and value of using Dulux products.

 
• Contributes to collaborative business plan developed by Manager-Architectural Services and to achieve maximum account penetration of existing accounts and maximum generation of new accounts.

 
• Fulfills assigned sales reporting requirements as needed to communicate account status to involved parties, including using CRM and all other computer tools needed to complete reports.

 
 

 

 
 

 

 
Functional Responsibilities/Network:

 
1. Works in close coordination with the various sales team, marketing team & product managers

2. Reports to the Manager-Architecture Services responsible for Specifier Program
 


 

 
 

 

 
Job Context:

 
AkzoNobel is the world’s largest coatings company with a turnover of € 15 Billion. The India South Asia business unit has access to world class products, processes and technologies.

 
Dulux Professional business caters to large institutional customers and specifiers like architects and interior decorators and services the Painting needs of these customers through the contractors registered with Dulux. We have an ambition to be market leaders in the Projects segment. The role of the Specifier/Architect is a key factor driving the growth of the Dulux Professional business – since the Specifier plays the role of an Influencer or Decision maker for the brand. The incumbent will have to support all the Specifer linked initiatives launched by the company from time to time.

 
 

 

 
 

 

 
Key Success Factors:

 
0. Enhance Customer Experience – The incumbent needs to enhance the relationships with their customers by exploring innovative ways to meet their needs. They need to work hard to focus on the success of their customers and become their trusted  partners

1. Drive Commercial Success - The incumbent needs to be driven to add value. They need to develop new and improved ways for achieving business success. They need to measure their achievements in financial terms e.g. budgets, cost.
 


 

 
 

 

 
Other skills:

 
Education and Experience:

 
0. MBA from premier B school or non-premier B- school

1. Prior Experience in Architect specification function or Government specification

2. Preference: Female

3. Relevant Industry: Sanitary ware/Building products/Paints/Home Automation/Lighting/furniture.

4. Good knowledge on colour would be added advantage.

5. Willingness to move into any Sales role in future

6. High EQ, creative, high ability to adapt and great communication skills
 


 

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