About AkzoNobelSince , 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 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.
© Akzo Nobel N.V. All rights reserved.Job PurposeLocation: Lombardia The purpose of this role is to ensure that adequate resources and capability (people and processes) reside within the business to manage business relationships with customers / accounts (current customers and new prospects) where the business has significant dependency on the accounts from a strategic perspective.Key Activities Define operational strategy and develop, negotiate, manage and ensure realization of contracts for the assigned key account(s) Fully understand the key account's current and future needs and align joint business opportunities to develop revenue and a long-term relationship Create and own the Customer Value Proposition at the key account including the negotiation and management of all contracts Keep an overall perspective of the customer's interface with AkzoNobel and inform the organization of key developments through effective internal communication Identify and prioritize growth opportunities for the Business Area at assigned key accounts Create a strong network with other functions within AkzoNobel with regards to this key account Create partnerships with customers to proactively grow the category, as well as share of wallet and shelf Communicate strategic plans for each customer and verify with sales manager the application of these plans Review Progress with customer against plan, identify areas for continuous improvement.
Review progress versus strategy and financial performance Create and ensure execution of joint business plans with key customers Own promotional strategy for the assigned customer Communicate activation plan to the Field sales force for the assigned customers including target setting and KPIs Identify, plan and develop new customers within specific area Prescribe suitable specifications that will "delight" the customer and drive growth to proactively grow the category and share of wallet.
Be familiar with all the applicable corporate as well as site policies/procedures with regard to personal conduct and HSE standards and acting in compliance with all applicable regulations Key Accountabilities Create and execute Account Plan aligned with Regional / Global Segment & Marketing plan Develop relevant Commercial pipeline for respective accounts Deliver the agreed financial and nonfinancial targets in line with business budgets Drive innovation through accounts Develop and maintain contact map within each account – at all reporting level and across all functions Drive Continuous Improvement across the organization to generate value to customers – Service, capability, efficiency and productivity Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new product developments, makes plans for trials Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency Steward new business development projects opposite account requirements Source new business through a process of specification up to point of sale Experience Knowledge & Work Experience Paints and coatings industry, any B2B industry environment.
5-8 years of work experience in commercial roles, sales and key account management, sales to strategic accounts Diploma or Bachelor Degree in business management or related field.
Technical & Soft Skills Problem solving Stakeholder management Project management Decision making Creating value propositions Results orientation Communication and presentation Commercial and business acumen Basic understanding of cross functional processes and financial concepts related to sales and cost to serve 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.
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