Account Manager, Project Segment (Building Materials)

*** Job description

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.

*** Job requirements

• 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