Project Regional Sales Manager - Central

Mô tả Công việc
1. Deliver Annual Revenue and Profit Growths as planned
• Responsible for delivering the Value and Contribution Margin for Project business and Market Share gain in the Projects segment in their region.
• Execute entry strategies and contact plans for the developers, main cons and painting companies in line with KAM process.
• Manage deeply and support well below team KAM, Account Supervisor to make sure the winning rate as well as the coverage of projects (big and medium) in their region.
• Dotted manage Spec Associate Team in his/her regions
• Sales budget control
• Do forecast and deliver committed monthly, quarterly, and yearly sales target.
2. Ensure adherence to defined processes
• Key Accounts to deliver 70% of projects revenue
• Usage of CRM and defined nomenclature for business operations
• Ensuring stakeholder engagement as per agreed design in line with BU guidelines and delivering desired reach
3. Build Robust Pipeline for the Projects Business - Large Projects and medium ones
• Utilize existing databases to assign leads and target New Construction segment
• Develop a pipeline of targeted sites in the New Construction segment if not available in the country
• Develop Refurbishment/Maintenance leads in a cost-effective manner in collaboration with SEA Commercial Excellence
4. Small and Medium Strategic Partner management.
• Mange Strategic Partner for sell the Project Products to Small & Medium project in Vietnam on a non-exclusive basis.
• Ensure Strategic partner comply with AkzoNobel's policies about all sales term condition (pricing, lead time, credit term) that be aligned with buyer and approved by AkzoNobel presentative.
• Lead Strategic partner utilize the current relationship and invest to expand D&B and project source to approach and gain sales.
• Ensure strategic partner provide finance and other service resources to project include:
 Credit term.
 Sales service fee
 Document service.
 Payment to AkzoNobel with BG.
5. Develop Skills & Capability of Projects Team
• Build adequate organizational capability to deliver best in class Customer Service and key account management.
• Training and coaching, support and motivate the team to make them better in winning projects.
6. Stakeholder Engagement Programs
• Liaise with various functions to develop appropriate communication content for specifiers and customer groups and Co-Develop Customer Partnership Programs
• Implement sales, commercial, specifier management and site management initiatives to achieve higher employee engagement and productivity
• Own HSES (Health, Safety, Environment & Security) for the projects business in the Country
7. Compliance
• Manage well the compliance of projects team, no leaking.