We supply the sustainable and innovative paints and coatings that our customers, communities – and the environment – are increasingly relying on. 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 150 countries and have set our sights on becoming the global industry leader. It’s what you’d expect from a pioneering paints company that’s committed to science- based targets and is taking genuine action to address globally relevant challenges and protect future generations.
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Purpose of the role
Regional responsibility & ownership for the Architectural segment ensuring setting & delivery of regional mandate in alignment with the global segment mandate. Contributes to the revenue and profitability targets for the segment by defining and executing in the region the (sub) segment strategy (including elements such as Go To Market models, Innovation, winning value proposition, product offer, specification and approvals, and related communication tactics) and activating local sales teams providing guidance on “where to play” and “how to win” with proper training and sales pipeline management review, including active customer facing involvement in key account opportunities.
Key Responsibilities
Strategy definition and implementation
Validates and screens the market on new high potential markets and validates (future) customer needs and translates this into updated or new Regional segment strategy and sales execution plan
Operationalize strategy into sales execution plan with identified target key accounts in selected (sub- )segments; ensure strong connection to the sales pipeline and teams
Collaborate closely in the sales process to win identified strategic opportunities
Drives and monitors implementation of the regional plans and drives course correction where needed
Translate agreed strategy into winning value proposition for the (sub- ) segment
Formulates the Regional Segment Marketing Plan in close coordination with the regional marketing manager and BU Global Segment manager assuring alignment with global segment strategy and marketing plan
Works closely together with key stakeholders and their related functions such as the Regional Commercial Director, Regional Marketing Manager, Regional Sales Manager, Global Product Manager (respective segment), Regional Product Manager, Marketing Communications, Regional R&D, Specification Sales team and Key Account Managers to ensure translation of segment strategy into operational action planning
Monitors regional revenue, profitability performance and pipeline for the segment against agreed mandate and target, conducts financial analysis to identify opportunities for improvement and intervene based on identified gaps
Product portfolio alignment
Participation in IBP monthly regional PMR to update on project progress
Takes ownership to translate (future) customer needs, such as sustainability improvements, into new product and service innovations. Lauch new products in coordination with Global Product Manager
Provides input to strategic direction (such as future portfolio definition, stock policy a.o.) and optimization opportunities of the regional product portfolio to the Regional and Global Product Manager
Key Activities
Customer proximity
Gives insights and customer needs back to BU to secure applicable innovation roadmap
Gets in depth and independent understanding of customer needs and the Customer Decision Journey within the region as well as for key customers through market research, regional sales teams, customer visits and attending trade shows. Based on this define and own independently the Voice of Customer and related market insights
Translates needs into clear value propositions and a clear marketing offering and develops these propositions in close cooperation with BU Global Segment Manager
Supports implementation of sales process improvements like CRM and Customer Needs Based Segmentation
Commercial guidance
Provides warranty or approval guidance based on consultation with sales and R&D
Be familiar with all applicable corporate and site policies/procedures with regard to personal conduct, HSE standards and always in compliance with all applicable regulations
Provides pricing guidelines on new product launches and overall pricing where applicable
Coordinates the Specification Sellers in the region and support them in the sales process with tools, education and promotional materials; monitor the project pipeline in CRM
Contibute to cross- regional specification sales efforts to minimize leakage in the value chain
Drive the usage of Social Media and other online marketing tools by the sales teams
Is a champion of the Interpon brand and presents portfolio internally and externally
Experience
Curious mind and conceptual thinking
E xcellent written, verbal and interpersonal communications skills and the ability to interface effectively with stakeholders across all levels in- and outside of the organization
Minimum of Bachelor’s degree in Marketing/Business; 3- 5 years of experience in marketing planning and execution; experience with strategy definition and implementation.
Ability to lead projects from start to finish; good sense of stakeholder and change management
Championing sustainability
Passion for Architecture. Previous experience in the construction sector is a strong plus.
Proficient skills in MS office (word, excel, powerpoint), eager to work with various and new IT solutions, enthusiasm on working with Social Media is a plus.
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.
