About the role
** Job Purpose
The purpose of this job is to execute the Design & Build company (D&B) key account management and develop relationship and conduct account management of identified medium Key Accounts.
The D&B Relationship Assistant Manager is expected to work with all the stakeholders for ensuring delivery of business objectives and shall implement and execute all enablers (process and tools) and business growth drivers
- Execution of strategy to drive business growth, and profitability objectives
• Align to BU strategy and ensure execution of strategic initiatives for delivery of the business objectives
• Build/manage pipeline with clear sales forecast of on-going, coming and fighting projects.
• Manage D&B Key Accounts assigned
• Do forecast and deliver committed monthly, quarterly, and yearly sales target.
• Provide innovative ideas and suggestions to improve winning rate and CM.
- Drive business from Key accounts
• Identify, set up, and grow D&B Key accounts as per the defined strategic intent - Key accounts to contribute between 65% of revenues
• Nurture and grow the B2B relationship with D&B.
• Understand deeply the structure of key accounts organization so that can increase the winning rate in projects.
• Know deeply the pipeline projects of key account.
• Segment the Key Account customers to provide differentiated service for the customers.
• Leverage and grow business from the key customer segments - government, private builders, large contractors and applicators
• Management of all Key Accounts leads in the CRM, acquire new key accounts.
• Coordinate with technical specification team for ensuring best in class service to the Key account customers
• Support other team members in case of having the projects of their key accounts to maximize win rate of the whole teams.
- Market and key accounts understanding
• Understand the Consumer Deco Journey, relevant key accounts insights across various touch points, that helps drive brand choice and conversion.
• Understand key accounts’ segmentation to drive effectively Akzonobel brand consideration and conversion.
• Understand relevant dynamics, eg, growth areas, territories such as new residential areas and townships, seasonality.
• Understand the desired brand experience that needs to be delivered.
- Cross Functional Relationship
• Liaison with marketing teams to support new product launches and promotion with the key account customers
• Liaison with marketing team to do the win- win trip program with key accounts to influence them to use AkzoNobel products
Job requirements
• University degree – preferably in Business Administration or similar with 05 to 06 years of experience in project sales of Building Material Industry.
• Demonstrated experience in project sales, specification selling, or working with Design & Build / architecture and construction companies (preferred). Strong relationship management and influencing skills — able to engage effectively with D&B decision-makers, contractors, homeowners, and internal stakeholders.
• Customer Oriented
• Drive for result.
• Excellent interpersonal and relationship skills with customers and ability to influence sales teams
• Should have the ability to convert Research data and Commercial data into insights and commercial business ideas, and take data driven business calls
• Must be a self-starter, highly organized with strong account management skills; ability to multi-task effectively with cross-functional teams and meet deadlines
• Good working knowledge of Microsoft Office skills (Excel, Power Point and Word), Must be a self-starter, ability to multi-task effectively with cross-functional teams and meet deadlines
• Fluent in English communication, clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
• Prior work experience in B2B environment will be an advantage
• Should be able to travel across the country
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