Sales Accounts Executive - George at AkzoNobel

Key Accountabilities 

• Revenue and margin according to budget (including accounts receivable and DSO) 
• Accurate sales and projects forecasting, reporting and pipeline documentation
• Customer retention, acquisition, and loss 
• Direct contact with customers in the field, representing AkzoNobel in a professional manner to deliver customer satisfaction
• Optimal Customer portfolio and pipeline management (growth & profitability)
• Deliver on budget in full year on GIV and Volume
• Demonstrate integrity – embrace AN company value and ensure behavior complies to AN code of conduct and HSE policies
• Maintain and Improve pricing discipline to deliver financial targets
• Implement effective regional processes and controls to support deliver of regional strategy
• Control of pricing credits and GRN (0,5% of turnover)
• Reporting and meeting of deadlines – Weekly Call Plan, Month end report and trade result presentations for monthly PDR
• Accurate 6-month pipeline
• Continual to grow other trade business and deliver and implement brick walling strategy for SPC and Top customers – 6 New accounts with turnover of 1,5 mil PA
• Maintain and approve Customer call cycle by meeting the standard of 25 contact/calls per week
• Forecast accuracy 95%
• Develop, deliver, and implement sustainable customer plans for top 20

Key Activities 

• Manage the sales cycle related to a portfolio of customers, in a designated area, to execute sales plan (BTL spend vs Volume/value sales) 
• Systematically screen customer base for new opportunities, generate leads and maintain pipeline
• Identify, plan and develop new customers in line with business development and marketing plans and targets 
• Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met
• Perform extensive customer needs analysis and site surveys, meeting with decision makers, understanding their goals, completing an account profile for each account, and identifying challenges
• Monitor sales against agreed targets and budgets on a regular basis to ensure they are met and where necessary the need for remedial actions is identified, reported and implemented
• Identifies, targets, and implements the approved sales strategies in the assigned marketplace. (Profitability and pricing structures)
• Plans, executes, and reports on the sales activities in the assigned sales area. Feedback of market intelligence data and ideas to marketing and channel management
• Identifies business opportunities, pinpoints, and tries to resolve existing and/or potential problems and requests support from the upper management or supporting functions
• Educate customers and sales force of our customers on features, advantages and benefits of available product lines and services
• Understand and assess customer’s needs, business objectives, strategies and build compelling customer value propositions representing our portfolio
• Creates partnerships with customers to proactively grow the category, share of wallet
• Drives efficient credit management
• Take ownership of queries and complaints to ensure resolution on behalf of the customer within agreed deadlines.
• Build solid relationships:
• Externally – maintain and build relationships with customers, understand their needs, and implement strategies to benefit both parties.
• Internally – build and maintain relationships with TSD, specifiers and regions.

Requirements

• Minimum Matric
• Retail and trade sale experience
• Emotional stability 
• Closes sales deals by building personal trust and loyalty 
• Provides service by empathizing with customer concerns 
• Makes One on One (Sales) Presentations 
• Maximizes results by systematically managing an Account Plan 
• Account penetration by customer base expansion 
• New business development