Specification Manager

AkzoNobel; Malvern; On-site; GBP 40,000 - 60,000; Full time

Job summary

AkzoNobel seeks a Sales Manager focused on the Architectural segment to drive sales and manage product specifications. This role involves collaborating with clients, establishing relationships, and implementing strategies to increase market share in the paints and coatings industry. Candidates should have a Bachelor's degree and strong sales experience in the related field.

Qualifications

• 4-6 years of relevant experience in sales and technical expertise.
• Experience in marketing and business development is a plus.
• PMP certification is a valuable addition.

Responsibilities

• Selling specification of products and managing assortment portfolio.
• Building relationships with key architects and developers.
• Implementing strategies to enhance market share.

Skills

Sales

Technical expertise in paints and coatings

CRM proficiency

Education

Bachelor's degree in a technical or scientific field

Tools

Microsoft Office

Job description

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Since , we’ve been supplying the innovative paints and coatings that help to color people’s lives and protect what matters most. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than countries and use our expertise to sustain and enhance the fabric of everyday life. Because we believe every surface is an opportunity. It’s what you’d expect from a pioneering and long-established paints company that’s dedicated to providing sustainable solutions and preserving the best of what we have today – while creating an even better tomorrow. Let’s paint the future together.

Role Overview: Selling the specification of AkzoNobel products and managing the assortment portfolio for specifiers (architects, consultants, designers, fabricators). Work closely with clients to understand their needs and provide tailored solutions, ensuring customer satisfaction and loyalty. This position aims to achieve 25% of direct sales management and increase AkzoNobel's hit rate to 40%, enhancing market share. It is crucial for driving growth across the Architectural segment.

Key Accountabilities

• Ensure all products meet relevant industry standards and regulations, including environmental and safety requirements.
• Establish and strengthen relationships with consultants, aluminum fabricators, applicators, and developers.
• Build relations with key architects, consultants, designers, developers, and fabricators.
• Implement specification strategies to lead and grow market share.
• Provide training and technical support on product features, benefits, and applications.
• Increase hit rate (>50%) in the Architecture segment.
• Set architecture segment business plans for 3-5 years.
• Maintain and report project database, assessing data monthly.
• Implement KPIs for architecture projects monthly (approvals, awards, must-win projects).
• Improve buy/sell hierarchy process with key customers.
• Enhance product awareness among consultants, fabricators, applicators, and developers.
• Promote premium and ultra-premium products to add value.
• Roll out sales management programs for key accounts.
• Collaborate with marketing on market trends and customer feedback for segmentation and planning.
• Apply sales strategies and manage negotiations with prospects.
• Gather feedback on product usage and performance versus competitors, focusing on key accounts.
• Implement marketing strategies within key accounts.
• Participate in pricing negotiations and monitor competitive pricing; implement agreed prices.
• Forecast demand for key accounts and communicate with operations and marketing.
• Conduct business reviews and develop growth and sales support plans.
• Plan, monitor, and report on sales activities for designated customers.
• Communicate product features and benefits to customers.
• Update customer databases accurately in CRM.
• Follow QHSE policies and procedures.

Experience

• Bachelor's degree, preferably in a technical or scientific field, with 4-6 years of relevant experience.
• Strong background in sales and technical expertise in paints and coatings or related industry.
• Experience in marketing, business development, and PMP certification is a plus.
• Proficiency in CRM systems and Microsoft Office.
• Knowledge of paints & coatings technology, chemistry, and engineering is desirable.

At AkzoNobel, we are committed to an inclusive, respectful workplace that embraces diversity. Our talent acquisition process aims to establish a diverse environment, training staff on unconscious bias to ensure fair consideration for all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, or disability.