Sales Capability and Distributor Manager

AkzoNobel; Jakarta Pusat; On-site; IDR 900,000,000 - 1,200,000,000; Full time

Job summary

AkzoNobel is seeking a Sales Capability and Distributor Manager to build standardized sales processes and elevate distributor performance across SSO/Distributors. You will design programs to improve coverage, productivity, and execution quality and partner with regional teams to drive sustainable growth.

The role requires 5+ years in sales with GT and distributor-led RTM, a Bachelor's degree, and strong data analytics.

Qualifications

• Strong analytical skills to design KPI dashboards and performance scorecards.
• Experience coaching field teams and institutionalizing sales processes.
• Excellent communication with cross-functional stakeholders (Marketing, Supply Chain, Finance).
• Comfortable with data tools and field analytics.

Responsibilities

• Develop standardized sales capability programs for distributors and field teams.
• Strengthen distributor management framework and JBPs to drive performance.
• Collaborate with Marketing, Supply Chain and Finance to deploy sales strategies.

Skills

Analytical skills

Field coaching

Change management

Stakeholder management

Data tools

Education

Bachelor's degree

Tools

Excel

BI

CRM

SFA

Job description

Vacancies Sales Capability and Distributor Manager (56779)

Since 1792, 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 150 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.

The purpose of this role is to build, strengthen, and institutionalize sales fundamentals across the SSO/Distributor channel by improving sales force capability, distributor management discipline, and field execution excellence. The role is responsible for establishing standardized sales processes, strengthening distributor performance management, improving sales team productivity, and ensuring consistent execution of commercial strategies across Small Scale Outlet (SSO), Large Scale Outlet (LSO), and Local/Strategic Accounts. The ultimate objective is to deliver sustainable sales growth, improve distribution and outlet productivity, optimize inventory and working capital, and support SSO and LSO profitability targets in line with the business strategy.

Key Accountabilities

A. Sales Capability & Execution Excellence

• Develop and institutionalize a standardized sales operating system covering sales planning, outlet/territory coverage, call productivity, order generation, sell-in/sell-out, inventory and territory management.
• Establish clear standards for daily/weekly/monthly sales activities (field visits, joint work, sales reviews) and performance tracking.
• Strengthening territory and outlet segmentation based on potential, current sales, growth opportunity, and strategic importance.
• Improve route-to-market (RTM) effectiveness via route planning, call frequency, productive calls, strike rate, and average order value management.
• Drive execution of must-win SKUs, assortment, distribution expansion, merchandising, visibility, and relevant store activation (e.g., tinting/ready-mix utilization where applicable).
• Conduct regular field audits to identify execution gaps and ensure corrective actions are implemented.
• Build a fact-based performance culture through reliable data, disciplined reviews, clear accountability, and measurable action plans.
• Develop and execute sales strategies in the marketplace to deliver expected top- and bottom-line results through Distributors.
• Define and cascade Distributor KPIs (distribution reach/depth, productivity, service levels, inventory health, receivables, and payment discipline) by region/distributor/TO/RSM.
• Establish a standardized distributor management framework covering selection/appointment, joint business planning, performance reviews, and capability development.
• Develop Distributor Joint Business Plans (JBPs) with sales, sell-out, distribution, inventory, collection, and profitability targets.
• Strengthen distributor sales force effectiveness (coverage, call discipline, order generation, territory ownership).
• Improve distributor stock management via SKU-level inventory monitoring, aging stock control, rotation, and replenishment discipline.
• Monitor sell-in, sell-out, and retail off-take to prevent artificial loading and ensure healthy channel performance.
• Identify significant business opportunities and problem areas; support the field force with analysis and practical interventions.
• Design and improve distributor and retailer profitability to stay competitive (new and existing distributors).

C. Cross-functional Collaboration

• Represent SSO and LSO channels to provide inputs to Marketing on channel strategy based on brand direction and market requirements.
• Collaborate with cross-functional teams and relevant key account teams to execute their sales plans and deliver against desired service levels.

D. People Capability Development

• Responsible for the development of skills and capability of SSO and LSO Sales team to be able to do their tasks effectively and efficiently.
• Coach, develop, and enable adoption of standardized sales processes and tools across regions.

E. HSE&S

• Mobilize employees to execute operations policies and standards.
• Promote safe work activities in compliance with HSE&S standards and regulations.
• Ensure HSE&S policy and regulations are implemented in all trade, professional channels and outdoor activities.

Key Activities

• Recommendation on program and action plan for channel and distribution improvement.
• Recommendation on POST Management System.
• Recommendation on PC Management System.
• Define KPI targets/scorecards and performance improvement plans for distributor network in alignment with Sales Excellence Manager.

Experience

Experience

• Minimum 5 years of sales experience with strong exposure to General Trade and distributor-led route-to-market.
• Proven track record in sales operations, sales excellence / sales capability, sales operating systems, and performance management.
• Experience leading cross-functional initiatives and influencing without direct authority.

Skills

• Strong analytical skills (KPI design, scorecards, productivity and distribution diagnostics).
• Field execution coaching and change management; ability to institutionalize processes.
• Communication and stakeholder management; able to work with Sales, Marketing, Supply Chain and Finance.
• Comfortable with data tools (Excel/BI/CRM/SFA where applicable).

Education

Education

Bachelor’s degree (Business, Marketing, Engineering, or equivalent).

#LI-YR1

At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.