Commercial Excellence Manager

About AkzoNobel

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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2024 Akzo Nobel N.V. All rights reserved.

The purpose of this role is to drive functional excellence by ensuring the successful deployment of end-to-end Commercial Excellence, include Sales Force Excellence, Sales Capabilities, rebate & promotion planning, and potentially other commercial initiatives.

1. Drive and coordinate the implementation of frameworks, processes and tools related to the Sales Force Excellence program and ensure improvement initiatives and related changes are embedded across the allocated region and /or segment:
     
• Sales Force Effectiveness including Sales Strategy, Customer Engagement Strategy, Territory Optimization, Performance-driven Sales Routines
     
• Deployment and implementation of Normative Organization Design for the Sales function 
     
• Processes and ways-of-working regarding Market-to-Customer, Order-to-Cash and Care-to-Retain 
     
• Sales Force Incentives
     
• CRM and associated commercial technology 
     
• Sales force capabilities
2. Responsible for trade rebate, pricing, promotion initiatives, to drive business objectives with the given financial KPI. Closely monitor the progress and effectiveness of the initiatives.
3. Ensure that the desired level of sales and other business data (that is accurate and on time) is available to the Commercial teams to efficiently roll out programs across work streams and on the other hand make sure that the teams are efficiently delivering programs and other information in line with planned agreements and business needs
4. Plan, monitor and report progress and impact of Sales Force Excellence initiatives 
5. Drive targeted improvement in sales teams by addressing performance gaps and embed improvements within demand forecasting to supporting the IBP process
6. Lead the sales capabilities manage to drive improvement initiatives to build sales force capability related to each step of the sales process (e.g. customer targeting, (key) account management, negotiation skills, etc) 
7. Ensure sales organization design and related role types conform to the proposed management designs (e.g. alignment with normative design)
8. Effectively engage, coach and develop own sales excellence team
9. Be familiar with all the applicable corporate as well as site policies/procedures with regards to personal conduct and HSE standards and acting in compliance with all applicable regulations

1. Knowledge & Work Experience – Preferably in Paints and coatings industry, 8-10 years of work experience in commercial roles, sales excellence, sales management, key account management, sales project management 
2. Minimum Bachelor Degree in business management or related field. Masters of Business Administration in related field preferred
3. Skills – Leadership, stakeholder management, project management, drive, result orientation, communication and presentation (including workshop facilitation), strong commercial and business acumen, financial concepts related to sales and cost to serve, basic understanding of cross functional processes (supply chain, finance, HR, etc) 

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.

Requisition ID: 46896