Sales Capability and Distributor Manager

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.
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The purpose of this job is to define and drive the company’s strategy for Pricing, Rebates and Customer Marketing to support sustainable revenue growth and margin optimization.
The role leads the development and execution of segment and category pricing strategies, margin management initiatives, and in-store activation programs, including POST business management, that will directly influence both top and bottom performance of the company.
This position will lead the team in developing and executing strategic programs that drive revenue across the value chain - from Sell-In to Offtake generation. It requires a strong understanding of market dynamics and a close engagement with key stakeholders, leveraging multiple sources of data (market, insights, pricing, GDP, and input from both strategic and market execution) to develop effective Trade and customer growth strategies.
The role provides leadership to the team to ensure the implementation and execution of strategies, while maintaining compliance to AkzoNobel Expectation and Code of Conduct
Initiates and implements Pricing strategy, programs, and supporting activities (incl. capabilities, tools and training) to Market execution team (sales) within MSU Paints Indonesia, aligned with Global Pricing Program
Analyze demand, seasonality, customer booking valuation, and other inputs into revenue management system through SMART pricing
Ensure all sales and commercial processes, operational updates are well documented. Receive and provide regular inputs to Sales
Drive successful implementation of Pricing programs to standardize Rebates and Discounts across channels, ensure compliance. Deploy category wise, channel wise and other segmentation
Lead the team to execute POST deployment as per defined strategic norms and aligned to BU defined equipment policy
Drive excellent monitoring of POST productivity
Ensure the implementation of 90% to 95% up-time for all installations (retail and distributor-depot) by executing the defined POST support model
Ensure expansion of the online connectivity for in-house dispensing software
Drive the development and implementation of country roll out of the In-store model aimed at addressing shopper needs
Budget Management – safeguard Budget usage and management according to AN Authority Rules
Set direction for the deployment of shop assistant/ product consultant program across key SSO’s (and LSO’s) across the country, and ensure its implementation, in line with the regional guidelines
Collaborate with sales leads, to enforce collaboration across functions, in order to identify the set of channel’s core for deployment of the In-store model, based on store classification
Lead the team to Work with the country marketing team to develop and run targeted activation campaigns for consumers/ shoppers align with Regional or Global direction.
Deployment of the category management (CatMan) approach for the large format based on retail segmentation and channel
Lead the team to Identify the appropriate category drivers and design the customer promotion plans
Lead the team related to Capability development, including training for category management (if needed) for the targeted set of customers and team

Adequate stakeholder analysis and management need to be executed to make sure the iteration between the Pricing Excellence, In-Store & POST program and Business will lead to mutual satisfaction and execution of value creating initiatives
Ensuring understanding of and execution of pricing, rebates excellence, In-Store and POST initiatives across Commercial and Finance teams and other functions
Driving quality implementation, rigorous performance measurement and achievement of targets given the diversity of roles within the Pricing, Rebates & Customer Marketing team (e.g. Pricing Rebates, in-store, POST) and the geographical coverage
Driving Country Pricing, Rebates and Customer Marketing strategy to deliver growth and profit objectives, given aggressive competitive pressures and organisation complexity
Integrating various Customer Marketing initiatives, and driving alignment with multiple functions across the country – both commercial and supporting functions
Organizing and allocating resources across key initiatives in an optimal way
Developing the Pricing, Rebates & customer marketing organization to the level of capability and talent necessary to achieve growth objectives
Develop and implement Pricing, Rebate and Trade Strategy and Programs following Global Authority Rules
Ensure adherence to governance and process guidelines for implementation of In-store model and shop assistants/ product consultants in stores and POST initiatives at the country level
Deployment of standardised KPI’s for performance measurement to measure store performance vs AkzoNobel’s investment on In-store merchandising and deployment of shop assistants/consultants
Reporting of performance in standardised reporting templates to capture the output in regionally defined Reports and templates – with key functional involvement

Minimum a Bachelor’s degree – preferably in Business Management, Economics, Statistics, Business Administration or similar with 8-10 years of commercial experience, a Master’s degree will be an advantage
Strong understanding of the commercial operations with prior experience in sales is mandatory – sales experience in paint and/or building and construction material industry will be an advantage
A strong business acumen and P/L literacy, deep understanding of trade behavior.
Work experience across different regions in the country and a stint at a national role will be an advantage
Should have the ability to translate Research data and Commercial data into insights and commercial business ideas
Strong Stakeholder Management, Leadership, Negotiation Interpersonal and Influencing skills
Must be a self-starter, highly organized with good project management skills; ability to multi-task effectively with cross functional teams and meet deadlines

Minimum a Bachelor’s degree – preferably in Business Management, Economics, Statistics, Business Administration or similar with 8-10 years of commercial experience, a Master’s degree will be an advantage

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.
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