Assistant Sales Manager - LSO Channel

*** Purpose
- Manage the relationships with LSO customer with the objective to grow the share of wallet across their stores and increasing the market share in the LSOs. The job will be responsible for implementation of strategic and tactical initiatives at store level, addressing both the needs to the customer and AkzoNobel to drive category growth with the customers.
*** Responsibilities
1. Deliver organizational targets
- Responsible for the business target delivery for the LSO customers - in terms of revenue, and volume
- Understand the key accounts current and future needs, provide these inputs to the Head of Sales LSO to facilitate the development of joint business plans
- Strengthen long term relationship with the customer
2. Key Account Approach
- Responsible for the deployment of the Key Account Programs with the LSO customer
- Responsible for implementation of the strategic initiatives to drive business opportunities with the key account
- Drive contractual commitments with LSO customers and managing the business discussion with Key Accounts
3. Deployment and execution of commercial programs
- Ensure execution of joint business plans with key LSO customers
- Implement plans to support new product listing in the stores
- Deployment of key commercial excellence initiatives within the LSO customers
- Support the new store opening for LSO customer by working jointly with country brand and customer marketing team
4. Promotions and campaigns implementation
- Responsible for the implementation of the promotion calendar as per the agreed joint business plans
- Work with the brand team and the LSO customer teams to implement consumer campaigns to drive offtake from the store
- Implement the activation plans for the customer as per the agreed KPI's
- Performance measurement of promoters in store to drive offtake from store
5. Category Management
- Ensure implementation of the category strategy jointly working with the customer's team
- Introduce the AkzoNobel category way to the customer
- Implementation of category driver initiatives to proactively grow the category, as well as share of wallet and shelf share
6. Implementation of Distributor sales channel development initiatives
- Work with Sales Team in region to roll out the channel development initiatives aligned with strategy & AOP.
- Coordinate to Sales team to make sure implementation on time in full
- Do analysis and proposed prompt actions for performance improvements
- Complete and implement selling routes to sales staff (Tos, DSRs) to ensusre selling route productivity, propose action plan to improve where and when needed
- Track the implementation of channel expansion with Sales Managers and adjust the plan where and when needed
- Provide needed info of channel to other departments for initiatives developments
7. Management of Distributor Performance
- Assessment KPIs of distributor
- Support Distributors to manage operations cost and ensure ROI
- Manage Bank Guarantee submission in according to Finance requirement
- Manage stock level of distributors and consult to do forecast "Selling and Purchasing plan by monthly"
- Review quarterly development plan with distributor and take action for improvement (delivery services, credits to market, facilities investment such as truck, warehouse, infrastructure, people, system)
- Cross-functional work with Fin, Logistic, Marketing