Area Sales Manager, Wood Coatings - Paints & Coatings

Akzo Nobel N.V. Los Angeles , CA 90009

Posted 2 months ago

AkzoNobel has a passion for paint. We're experts in the proud craft of making paints and coatings, setting the standard in color and protection since 1792. Our world class portfolio of brands including Dulux, International, Sikkens and Interpon is trusted by customers around the globe. Headquartered in the Netherlands, we operate in over 80 countries and employ around 35,000 talented people who are passionate about delivering the high performance products and services our customers expect. For more information please visit www.akzonobel.com.

We're a leading supplier of performance coatings with strong product technologies and brands. Our high-quality products are used by customers across the world to protect and enhance everything from ships, cars, aircraft, yachts and architectural components (structural steel, building products, flooring) to consumer goods (mobile devices, appliances, beverage cans, furniture) and oil and gas facilities. Major brands include Awlgrip, International, Interpon and Sikkens.

Our Wood Coatings Business Unit is the leading supplier of wood coatings for furniture, flooring, cabinetry and building products, and a key supplier of wood adhesives and board resins for construction materials and engineered products. We work closely with our customers around wood solutions, and color and styling expertise, and due to our extensive wood knowledge and application know-how, we enjoy a particularly strong position in North America.

Manages a sales team to achieve agreed sales revenue and margin targets and contributes through cost control to the profit of the business unit. Allocates the customer responsibilities within the team and decides the sales activity to generate the agreed sales, sales support levels and customer satisfaction.

  • Take the lead in understanding the customer base, in the assigned market, for the creation, by sales and marketing, of reliable segment plans and sales plans.

  • On the basis of these plans contribute to setting sales and growth targets at the allocated customers based on the agreed customer segments and go-to-market models.

  • Create a sales implementation plan based on the agreed sales targets

  • Translate the implementation plan into an activity plan for team.

  • Actively monitor and update the implementation plan

  • Ensure the customer allocations to the members of the team are consistent with agreed customer service levels for that customer in its segmentation. Make sales targets consistently clear, visible and measurable with appropriate target and activity-based KPIs.

  • Regularly call with the account holder on the key existing and potential customers to maintain close contact with the market and for the purposes of coaching.

  • Identify significant business opportunities, pinpoint existing and/or potential problem areas and assist field force.

  • Arrange for and monitor quality of technical support provided by the technical unit in handling complex customer inquiries and in the resolution of their complaints.

  • Provide feedback on customer and competition information in the context of possible further market penetration.

  • Check that the customer databases (CRM, ERP) contain up-to-date, accurate and complete customer information

  • Deliver periodical business reviews and participate in the design of business growth and sales plans.

  • Coordinate, monitor and support sales activities and performance in the region. Where appropriate coach behavior and skills on a group or individual basis.

  • Develop and enhance skills and capabilities of the team and constituent individuals. Ensure the link between skills and career progression is clear and regularly discussed.

  • Ascertain the sales team to actively participate in company sales competence and training programs (including, sales process-related knowledge / tools)

  • Select, train, coach and manage a competent and dedicated salesforce.

  • Build a team spirit and actively contribute to the team.

  • Monitor customer satisfaction and support management of customer expectations

  • Ensure all products, sales tools, systems and appropriate support are available, in a timely fashion, to allow for successful completion of plans/targets

  • Promote a positive company image and develop long-term relations with the customer by participating in major customer events.

  • Regularly and pro-actively inform the work streams (including, marketing, technical, logistics and finance) about the required sales support level and coordinate their actions in the subordinated sales area.

  • Coordinate cascading of information by the work streams to the subordinates on the features and benefits of the products/services.

  • Provide information to the sales support unit regarding customers' needs with regard to marketing tools, services and analysis.

  • Promote educating customers on technical requirements of the available product lines and support tools.

  • Get familiar with all applicable corporate as well as site policies/procedures with regard to personal conduct/HS&E standards and acts in compliance with all regulations.

  • Bachelor's degree required Masters, MBA or Specialization in Management of Business, Projects or areas of action related to the business preferred

  • 10-15 years of experience in sales, ideally with a focus in wood coatings &/or building products

  • Professional experience of more than 8-10 years in areas of leadership, management

  • Experience in coatings preferred

  • Experience in Distribution Management, Key Account Management

  • Proven sales experience direct to original product manufacturer or pre-finish applicator

  • Knowledge of management tools

  • Good knowledge in using Microsoft Word, Excel, Outlook and PowerPoint

  • Key Abilities: Leadership, communication and persuasion

  • Strategic insights and analytical skills

  • High results orientation

  • Ability to lead, engage and coach others, excellent people skills

  • Skilled at organizing, prioritizing workflow and coordinating the work of others

  • Collaborate cross-functional team player

  • Ability to create good networks

  • Good communication skills in English (writing, reading and speaking on daily basis)

In North America, 4,500 employees work at more than 50 locations to support the Performance Coatings. Consistently ranked as a leader in sustainability, we are dedicated to energizing cities and communities while creating a protected, colorful world where life is improved by what we do.

Employment at AkzoNobel is contingent upon the successful completion of both a pre-employment background check and a drug screening. In some case, pre-employment physicals may also be required.

All candidates hired must be able to provide proper documentation of their eligibility to work in the US.

AkzoNobel is an E-Verify Employer.

AkzoNobel is an Equal Opportunity Employer Minorities / Females / Disabled / Veterans (M/F/D/V)

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Area Sales Manager, Wood Coatings - Paints & Coatings

Akzo Nobel N.V.