Account Manager - Projects Segment

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

• Align the team towards the strategy for Key Accounts and set up processes for the team.

• Manage 9 Mega Accounts assigned (Owner and main contractor)

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

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 Project sales, technical services, and Specification team for ensuring best in class service to the Key account customers

• Support Small & Medium projects for the defined in key accounts in coordination with Sales Managers/ Painter Representative teams.

• Support other team member in case of having the projects of their key accounts to maximize win rate of the whole teams.

3. Small and Medium Strategic Partner management.

• Mange Strategic Partner for sell the Project Products to Small & Medium project in Vietnam on a non-exclusive basis.

• Ensure Strategic partner comply with AkzoNobel's policies about all sales term condition (pricing, lead time, credit term) that be aligned with buyer and approved by AkzoNobel presentative.

• Lead Strategic partner utilize the current relationship and invest to expand D&B and project source to approach and gain sales.

• Ensure strategic partner provide finance and other service resources to project include:

ü Credit term.

ü Sales service fee

ü Document service.

ü Payment to AkzoNobel with BG.

4. Performance Review

• Drive timely and planned team reviews based on the agreed evaluation matrices

• Track pipeline of projects from existing Key Account on a fortnightly/ monthly basis

• Review and identify new Key account opportunities on a fortnightly/ monthly basis

• Establish process for periodical business reviews with the Key Account customers, identify business opportunities and vulnerabilities and take actions to close the gaps

5. 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

• 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