VMO 3.7 ★

Mô tả Công việc
Coordinate with Finance GTM Head SSO and Head of Project to ensure discounts, rebates and promotions spends are within target
• Forecast spends basis inputs from RSMs and demand plan
• Coordinate with Finance Controller, GTM Head SSO and Head of Project to keep track of spend vs. budget - highlight gaps and agree gap closing actions
Discounts, Rebates and promotions design for Distributor and SSOs channel.
• Stable profitability to the retailer for the top 12-14 identified SKUs vs. key competition by geography and across Large, Medium and Small SSOs delivering robust channel engagement
• Own MOP data management
• Independent understanding of MOP, Net Landed and Profit per can insights to the GTM Head SSO to enable decision making
• Drive collection of estimated Net Landed price for AkzoNobel and key competition by geography for defined top 12-14 SKUs
• Estimate profit per can in absolute dollar (local currency) terms
• Coordinate with Marketing and GTM Head SSO to benchmark and review profit per can objectives twice a year
• Assess discounts, rebates and promotions requests and align to delivery of defined profit per can
• Provide training on regular communication by Sales Reps/DSRs to SSOs on estimated profit per can through RSM/ASM (IN)
Simplification of discounts, rebates and promotions and develop channel sustainability
• Execute simplification of the discounts, rebates and promotions structure to enable clarity and reduce gaps between Large, Medium and Small SSOs to between 1% to 1.5% maximum - builds sustainable channel engagement
• Differentiate approach for Protect Shop Share, Gain Shop Share and Expand Channel based on 9-box Customer Segmentation  improve VPO
• Work with RSM/ASM (IN) to ensure adherence to defined guidelines by distributors through training
• Ensure pricing to wholesalers is tracked to avoid pricing instability due to inventory build-up in wholesale
• Drive distribution expansion by engaging with SSOs direct
• Ensure proper claw-back in case of returns in collaboration with Finance and ISC
Develop and drive the efficient discount and rebates strategy for B2B Channel (Project Channel or Professional Channel):
• Design and consult the Discount and Rebates strategy and mechanism to Head of Project B2B Channel and Management Team
• Prepare monthly analysis reports and provide the actionable insights to Head of Project B2B Channel and Management team for Discount and Rebates matters related.
• Monthly monitor and manage actual designed programs (Discount Matrix)
• Drive Business Intelligence study for competitors' activities and mechanism related to Discount/Rebates in B2B Project market
Execute pricing excellence initiatives from global and drive implementation, planning and review within country.
Drive successful implementation of Pricing programs to standardize Rebates and Discounts in country via
• G2N Project roll out in country aligning with Global guideline
• Assess discounts, rebates and promotions requests and align to delivery of defined mix - highlight and challenge higher spends on Mass and Economy not aligned to mix planned
• Ensure planned CM% delivery through delivering mix and coordinating with Finance to keep track of Gross and Net ASPs
• Leading Win-room meeting at country level to ensure Price Increase Effectiveness (PIE) is on track and delivered
• Actively join the Pricing Council Meeting to deliver the Margin Management with movement of RMPI and MKT Pricing strategy
• Actively drive for Discount and Rebates operating plan for DART feeding data (QRF, IBP cycles)
Implementation RACI process for Commercial
• Build strong Pricing team for Rebates/Discount Management as per latest Global RACI to provide the robust Rebates and Discount Admin system to internal and external customers
• Set up the governance document and process to manage end to end Discount and Rebates for both channel SSOs and B2B channel
Marketing promotions
• Coordinate with Marketing and ensure promotions do not translate to additional discounts and rebates for SSOs

Yêu Cầu Công Việc
• University degree with 8-12 years of experience in Sales - experience with paints will be an advantage
• Should possess strong analytical skills - ability to analyse own data vs. market/competition data to arrive at insights
• Strong Microsoft Office skills (Excel, PowerPoint and Word)
• Ability to challenge various levels within the sales organisation based on facts and insights
• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills

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