AkzoNobel Vietnam ★ 4.1

1. 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 Mega Accounts assigned (Owner, main contractor, architect)

 Do forecast and deliver committed monthly, quarterly, and yearly sales target.

 Provide innovative ideas and suggestions to improve wining rate and CM.

2. Drive business from Key accounts

 Identify, set up, and grow Key accounts as per the defined strategic intent - Key accounts to contribute between 70% of revenues

 Nurture and grow the B2B relationship with KAs

 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 member in case of having the projects of their key accounts to maximize win rate of the whole teams.

3. Market and key accounts understanding

 Understand the Consumer Deco Journey, relevant key accounts insights across various touch points, that help 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 need to be delivered.

4. 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 Dulux Pro.

• University degree – preferably in Business Administration or similar with 05 to 06 years of experience in project sales of Building Material Industry.

• Strong business relationship with Developers, Main Contractors, Architects

• 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, PowerPoint 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