Sales Capability & Distributor Manager

Akzo Nobel Indonesia; Tangerang Selatan; In loco; IDR 500.000.000 - 800.000.000; Tempo pieno

Descrizione del lavoro

AkzoNobel Indonesia is seeking a Sales Capability & Distributor Excellence leader to standardize sales processes and strengthen distributor performance across SSO and LSO channels. You will drive route-to-market improvement, implement a robust distributor framework, and partner with Marketing, Supply Chain, and Finance to deliver sustainable sales growth.

The role requires 5+ years in sales with a proven track record in sales operations and cross-functional influence, and a strong ability to

Competenze

• 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.

Mansioni

• Develop and institutionalize a standardized sales operating system covering planning, coverage, call productivity, order generation, sell-in/sell-out, and inventory management.
• Establish clear standards for field activities and performance tracking; drive distributor performance management.
• Define distributor KPIs and implement a standardized distributor management framework (JBPs, reviews, and capability development).
• Strengthen distributor sales force effectiveness and inventory management to optimize sell-in/sell-out and reduce aging stock.
• Collaborate with Marketing, Supply Chain and Finance to align channel strategy and execute cross-functional sales plans.
• Coach and develop SSO/LSO sales teams to adopt standardized processes and tools across regions.

Conoscenze

Analytical skills

Distributor management

Field coaching

Communication

Formazione

Bachelor's degree

Strumenti

Excel

BI

CRM

SFA

Descrizione del lavoro

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.

Responsibilities:

A. Sales Capability & Execution Excellence

i. 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.

ii. Establish clear standards for daily/weekly/monthly sales activities (field visits, joint work, sales reviews) and performance tracking.

iii. Strengthening territory and outlet segmentation based on potential, current sales, growth opportunity, and strategic importance.

iv. Improve route-to-market (RTM) effectiveness via route planning, call frequency, productive calls, strike rate, and average order value management.

v. Drive execution of must-win SKUs, assortment, distribution expansion, merchandising, visibility, and relevant store activation (e.g., tinting/ready-mix utilization where applicable).

vi. Conduct regular field audits to identify execution gaps and ensure corrective actions are implemented.

vii. Build a fact-based performance culture through reliable data, disciplined reviews, clear accountability, and measurable action plans.

i. Develop and execute sales strategies in the marketplace to deliver expected top- and bottom-line results through Distributors.

ii. Define and cascade Distributor KPIs (distribution reach/depth, productivity, service levels, inventory health, receivables, and payment discipline) by region/distributor/TO/RSM.

iii. Establish a standardized distributor management framework covering selection/appointment, joint business planning, performance reviews, and capability development.

iv. Develop Distributor Joint Business Plans (JBPs) with sales, sell-out, distribution, inventory, collection, and profitability targets.

v. Strengthen distributor sales force effectiveness (coverage, call discipline, order generation, territory ownership).

vi. Improve distributor stock management via SKU-level inventory monitoring, aging stock control, rotation, and replenishment discipline.

vii. Monitor sell-in, sell-out, and retail off-take to prevent artificial loading and ensure healthy channel performance.

viii. Identify significant business opportunities and problem areas; support the field force with analysis and practical interventions.

ix. Design and improve distributor and retailer profitability to stay competitive (new and existing distributors).

C. Cross-functional Collaboration

i. Represent SSO and LSO channels to provide inputs to Marketing on channel strategy based on brand direction and market requirements.

ii. 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

i. Responsible for the development of skills and capability of SSO and LSO Sales team to be able to do their tasks effectively and efficiently.

ii. Coach, develop, and enable adoption of standardized sales processes and tools across regions.

E. HSE&S

i. Mobilize employees to execute operations policies and standards.

ii. Promote safe work activities in compliance with HSE&S standards and regulations.

iii. Ensure HSE&S policy and regulations are implemented in all trade, professional channels and outdoor activities.

Education

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

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).

Distributor management expertise (JBP, profitability, inventory, receivables, service levels).

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).

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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