Vacancies Sales Capability And Distributor Manager

Akzo Nobel N.V.; Jakarta Pusat; In loco; IDR 550.000.000 - 750.000.000; Tempo pieno

Descrizione del lavoro

Akzo Nobel N.v. Jakarta mencari Vacancies Sales Capability and Distributor Manager untuk membangun fondasi penjualan pada saluran SSO/Distributor, meningkatkan kapabilitas tim, dan memastikan eksekusi strategi komersial secara konsisten.

Peran mencakup pengembangan proses penjualan standar, evaluasi kinerja distributor, kolaborasi lintas fungsi, serta pengembangan kemampuan tim untuk mencapai target pertumbuhan, produktivitas outlet, dan kesehatan kas.

Competenze

• Minimal 5 tahun pengalaman penjualan dengan distribusi berbasis pasar jalur (rute-to-market).
• Pengalaman operasional penjualan, keunggulan penjualan, sistem operasi penjualan, dan manajemen kinerja.
• Pengalaman memimpin inisiatif lintas fungsi dan mempengaruhi tanpa otoritas langsung.
• Keterampilan analitis kuat: desain KPI, scorecards, produktivitas dan distribusi.

Mansioni

• Kembangkan dan institusikan sistem operasi penjualan standar.
• Tetapkan standar kegiatan harian/mingguan/bulanan (kunjungan lapangan, kerja sama, ulasan penjualan).
• Tingkatkan segmentasi wilayah/gerai berdasarkan potensi dan peluang penjualan.
• Tingkatkan RTM melalui perencanaan rute, frekuensi kunjungan, dan nilai pesanan rata-rata.

Conoscenze

Analytical skills

Distributor management

Field coaching

Stakeholder management

Data tools

Formazione

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

Descrizione del lavoro

Vacancies Sales Capability and Distributor Manager

Perusahaan : Akzo Nobel N.v. Jenis Pekerjaan : Full-Time Jakarta, Indonesia

Deskripsi Pekerjaan - Vacancies Sales Capability and Distributor Manager

About AkzoNobel

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.

For more information please visit www.akzonobel.com

Job Purpose

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.

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.

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

• 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).

Education

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

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.