Sales Capability and Distributor Manager

Akzo Nobel Paints (Singapore) Pte Ltd; Jakarta Pusat; On-site; IDR 1,627,192,000 - 2,711,987,000; Full time

Job summary

AkzoNobel is seeking a Sales Capability and Distributor Manager to lead the development of standardized sales processes, improve route-to-market, and drive distributor performance across regions. The role emphasizes capability development for SSO/LSO teams, cross-functional collaboration with marketing and key accounts, and a strong focus on HSE&S standards.

You will establish KPIs, JBPs, and governance structures to optimize sell-in/sell-out, inventory health, and profitability, while coaching

Responsibilities

• Develop and institutionalize a standardized sales operating system covering planning, coverage, productivity, order generation, sell-in/sell-out, inventory and territory management.
• Establish clear standards for daily/weekly/monthly sales activities and performance tracking.
• Strengthen territory and outlet segmentation based on potential, current sales, growth opportunities and strategic importance.
• Improve route-to-market 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 store activation.
• Conduct regular field audits to identify gaps and implement corrective actions.
• Build a data-driven performance culture with disciplined reviews, accountability and actionable plans.
• Develop and execute distributor strategies to deliver top- and bottom-line results through distributors.
• Define distributor KPIs by region/distributor/TO/RSM and establish a standardized distributor management framework.
• Develop Distributor JBPs with targets for sell-out, distribution, inventory, collection and profitability.
• Strengthen distributor sales force effectiveness and stock management, including SKU-level inventory monitoring and replenishment discipline.
• Monitor sell-in, sell-out and retail off-take to prevent artificial loading and ensure healthy channel performance.
• Identify opportunities and issues; support field teams with analysis and practical interventions.
• Design and improve distributor and retailer profitability to stay competitive.
• Represent SSO and LSO channels to inform Marketing on channel strategy and collaborate with cross-functional teams.

Job description

Sales Capability and Distributor Manager

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.

B. Distributor Management & Performance

• 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.

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Chemicals & Plastics Manufacturing 101-1,000 employees

AkzoNobel

The World Of AkzoNobel

EUR 14.6 Bio Revenue (as of end of 2014)

80+ Countries

49600 Employees

200+ Production Sites

+/- 100 International Brands

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.

Business Area:

Decorative Paints

Performance Coatings

Buildings and Infrastructure

Transportation

AkzoNobel

The World Of AkzoNobel

EUR 14.6 Bio Revenue (as of end of 2014)

80+ Countries

49600 Employees

200+ Production Sites

+/- 100 International Brands

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.

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