Regional Sales Manager, South

1. SSO GTM delivery
• Develop and execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line
• Manage and Lead team to deliver on plan revenue, volume, mix, channel, ROS% and CM% for SSO GTM
• Provide adequate resources/ support and conduct monthly and quarterly reviews with RSMs to ensure delivery of business plan is on track and take/propose corrective actions in the event of likely gaps
• Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified as part of the IBP process
2. Ensure the sustainability of distributor roll-out and performance
• Decide distributor territory cuts and review the same annually to ensure distributor territories align to defined SOP (size, channel objectives)
• Lead and manage team to drive distributor operation and performance effectively and efficiently
• Drive channel expansion plans through distributors - drive distributor territory growths align with annual country growth mandate and territory potential in the first two years of distributor appointment to ensure cost neutrality of the model
• Ensure growth of existing channel - initially transferred to distributor and post completion of distributor migration ensure all existing channel covered by distributor from year 3 of distributor operation
• Provide adequate resources/ support to drive distributor capacity and capability for effective operations and engagement toward AkzoNobel business
• Ensure and support team for a smooth distributor closure and transition to a new distributor while remaining within the defined SOP
3. Accountable for Sell-in, Sell-out and Offtake
• Develop sales initiatives to drive the overall segment's profitability related targets
• Ensure robust delivery of defined Offtake plans via painter loyalty, Medium and Small Projects, Shop Assistant programme, Eeden deployment as applicable
• Ensure usage of Offtake MIS by team to drive Sell-out from Distributor
• Ensure deployment of Supply Replenishment in DERP and regularly monitor stock norms with support from ISC to ensure Sell-in to the distributor
4. Develop competency linked capability for the SSO team
• Utilise training curriculum from the Sales Competency Framework (SCF) to increase team skill and capabilities
• Effectively engage, develop and lead own team - Direct Reports
• Ensure that all team members - AkzoNobel and Distributor are made aware of their defined role in operations and business plan and ensure delivery
• Ensure regular training and 100% usage of defined tools - DERP, CRMs - Retail, Pro for Painter and Case Management
• Provide support and leadership to respective AkzoNobel and Distributor/CWF team by identifying relevant call-for-action areas if any and thereafter working on a plan to improve upon through training, shadow working and feedback where necessary
• Drive Continuous Improvement across the SSO organization to generate value to customers and AkzoNobel - service, capability, efficiency and productivity
• Cooperate with others function in managing people management process (recruitment/training and development/retention/rotation/ termination)
• Ensure credible annual updation of Retail Landscape date by team
5. Accountable for OPEX spend and people productivity
• Develop and ensure alignment to discounts, rebates and promotions strategies - reduce gap between Large, Medium and Small SSOs aligned with channel strategy annually
• Simplify discounts and rebates deployment and administration to ensure effective use by distributor and DSRs and ensure the competitiveness against Competition and support top line performance
• Ensure alignment to loyalty building promotion (incentive trips) guidelines
• Manage budgeted spend for discounts, rebates and promotions
• Ensure incremental volume Sell-in through effective usage of Offtake programmes
• Ensure productivity norms of TO are delivered
• Remain within defined Sales Organisation structure
• Ensure asset productivity through Regional Sales Managers
6. Process ownership and collaboration
• Must own defined sales strategies, processes and tools
• Ensure annual exercise of Retail Landscape
• Should provide comprehensive inputs to Marketing and RD&I on portfolio gaps if any, evolving product performance trends vs. key competition in the market
• Ensure and jointly own demand plan for all new product introductions with Marketing
• Ensure close collaboration with ISC on Demand Control