Strategic Sales Capability & Distributor Lead

Akzo Nobel Paints (Singapore) Pte Ltd; Jakarta Pusat; Sur place; IDR 1 627 192 000 - 2 711 987 000; Plein temps

Résumé du poste

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

Responsabilités

• 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.

Description du poste

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