Regional Sales Excellence Manager

2 months ago Shanghai   31 views
Job Details

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. For more information please visit


- Drive strategic initiatives for the commercial team to ensure that they are delivered timely with quality; Drive targeted improvement in sales teams by addressing performance gaps and embed improvements across functions; Be a counterpart and sparring partner to the Regional Commercial Director on driving and implementing functional excellence

- Drive and coordinate the implementation of frameworks, processes and tools related to the Sales Force Excellence program:

- Sales Force Effectiveness including sales strategy, customer engagement strategy, territory optimization, performance-driven sales routines
- Deployment and implementation of Normative Organization Design for the Sales function
- Processes and ways-of-working regarding Market-to-Customer, Order-to-Cash and Care-to-Retain
- CRM and associated commercial technology
- Sales force capabilities

- Develop & review commercial processes and KPIs to make performance (benchmarking) transparent and drive commercial excellence; Optimize the business processes to ensure that they meet business needs and are aligned to company standards

- Ensure adequate master data process are defined, implemented and maintained for customers and materials to support the requirements of the Powder business and AkzoNobel standards

- Review, propose and roll out improvement initiatives to build sales force capability related to each step of the sales process (e.g. customer targeting, (key) account management, distributor management, negotiation skills, etc.)

Job requirements/Candidate profile

- Knowledge & Work Experience: 8-10 years of work experience in commercial roles, sales excellence, sales management, key account management, sales project management etc.

- Strong commercial and business acumen, financial concepts related to sales and cost to serve, basic understanding of cross functional processes (supply chain, finance, HR, etc)

- Strong in communication and working together with different (cross functional and regional) departments

- Hands on mentality

- Able to drive change through the organization; Experience in change management projects