As a member of the Regional Management Team contributes to the strategy execution by planning and taking a lead in defining, and owning, the specific implications for the responsible segment within the region. Ensures execution of the agreed sales, selected cost from the P&L, and profitability related targets established by the BU within multiple areas, constituting the sales region by managing the subordinated field force and organizing high quality sales support infrastructure required in the execution of sales processes.
- Rolls-out segment sales programs (including sales process-related knowledge and tools) and implements corporate promotions.
- Works closely with marketing to analyze present and future market trends and customer feedback for market segmentation and planning to aim for further market penetration.
- Develops and executes sales strategies in the marketplace securing achievement of expected bottom line result for the segment in the allocated region.
- Plans, monitors and periodically reports on execution of major sales activities conducted with regard to indirect and direct sales channel.
- Identifies significant business opportunities, pinpoints existing and/or potential problem areas and assists field force where appropriate.
- Provides feedback to understand how customers are utilizing our products and how well those products align versus competitive products. Primarily focusing on accounts and OEMs within the responsible segment.
- Takes brand promotional plans and deploys into accounts and OEMs within the responsible segment.
- Input to price setting, carries out negotiations with accounts and OEMs within the responsible segment. Monitors and feeds back competitive pricing to marketing, has responsibility for implementation.
- Inputs demand forecast for regional segment sales plans. Feeds demand forecast to operations for tactical use and marketing for strategic (product planning) use.
- Develops, executes and monitors key performance indicators for regional sales team
- Travels frequently respective to spend a certain part of his time by visiting major customers and stakeholders in the market.
- Supports Regional Key Account Management with Key Account Management initiatives, roll out process in the market and when dealing with major accounts.
- Be familiar with all the applicable corporate as well as site policies/procedures regarding personal conduct and HSE standards and acting in compliance with all applicable regulations
- Promote educating customers on technical requirements of the available product lines and support tools.
Job Requirement
- 20+ years of relevant experience, preferably within the paints and coatings industry, with strong expertise in sales, marketing and key account management in a B2B environment.
- Bachelor's degree in Engineering, Business Management, or a related discipline is preferred.
- Strong leadership, stakeholder management, decision-making and project management capabilities.
- Strong commercial and business acumen, including understanding of sales, profitability, cost-to-serve and cross-functional processes.
- Proven track record in identifying business opportunities, developing strategic plans and building strong customer relationships to deliver business results.
- Strong results orientation, strategic thinking and value proposition development skills.
- Excellent communication, interpersonal, influencing and presentation skills.
- Ability to work effectively in a diverse and challenging business environment.
- Willingness and ability to undertake extensive regional travel as required.
