Job Title Marketing, Informatique & Technologie
The Indirect Sales Territory Manager is responsible for overall sales and profitability of Axalta Refinish products (paint, Non-Paint, services) through all indirect channel partners (distribution/importer) in assigned territory.
The Indirect Sales Territory Manager ensures (in assigned territory) consistent, profitable growth in sales revenues through:
Identified objectives, strategies and action plans focused on short- and long-term
Key Account Manager role (OEM’s, Fleets, Insurances)
Sales process simplification and standardization
Deployment and management of sales personnel
This position reports into the Indirect Sales Territory Manager CENTER EMEA
Other positions reporting to the same manager : Indirect Sales Territory Manager France, Indirect Sales Territory Manager UK, Indirect Sales Territory Manager Poland, Distribution specialist Suisse, Indirect Sales Territory Manager Scandinavia.
The following postions report into this role: Business Manager Belgium, Business Manager Netherlands, Market Specialist Belgium Technical specialist North, Technical specialist South, Color coordinator BeNeLux.
Total Net Sales ( more than 10 million €
Key Responsibility Areas in assigned Territory
Responsible for overall sales and profitability, with current and new channel partners.
Manage the development, growth, profitability and retention of all channel partners and support their key end-users (incl. prospects).
Identify and launch new market opportunities which include paint, non-paint and business services.
Partner with Commercial Distribution Manager to develop performance management of channel partners and sales effectiveness initiatives
Lead and manage the Sales workforce, incl. field technicians, focused on distribution.
Ensure adherence to standardized sales processes and systems.
Manage effective programs to develop, coach, appraise and train sales personnel.
Foster development of key talents.
Partner with other Managers in Axalta Refinish to guarantee alignment and successful implementation.
Continually promote adherence to Axalta core values and commitment to change.
OEM & FLI Strategy
Identify and follow up the OEM & FLI critical refinish accounts and establish an annual growth plan and drive the achievement of the identified goals in that plan.
Investigate “voice of the customer” to identify the key success factors within the target group
Identify and develop possible business opportunities within the target group
Negotiate and close contracts with OEMs and FLI’s in close co-operation with EMEA OEM & FLI Key Account Manager of Axalta Refinish EMEA
Develop Refinish Key Account Strategy, COT’s and action plans at national levels and monitor accordingly.
Develop and implement a Pipeline of new initiatives to strengthen sales and Company position at OEMs and FLI’s. Ensure ownership and responsibility in execution and achievement of identified Pipeline targets.
University Master’s or Bachelor’s degree in Business economics, administration, or marketing.
Knowledge, skills & experience
Extensive B2B automotive after sales background (ideally in Refinish or collision industry) with a strong track record for achievement in sales and customer support combined with deep knowledge of indirect channel dynamics
Leadership, building high-performance teams
Business acumen and financial knowledge
Strong negotiation and presentation skills
Excellent interpersonal, relationship building skills
Effective verbal and written communication with wide and diverse audiences
Strong organizational and time management skills
Next to mother language, fluent in English (oral and written). Other European languages are desirable.
10 years of professional experience
Proven leadership experience in an international matrix structured organization
Automotive Aftermarket/ Refinish experience
Top Tier or Key Account distribution management
Up to 50% traveling required, including international travel.
Axalta has remained at the forefront of the industry by investing in its innovative solutions. We engineer technologies that protect customer’s products - whether they are battling heat, light, corrosion, abrasion, moisture, or chemicals – and add dimension and beauty with colorful finishes. We have a vast and ever-evolving portfolio of brands primed to play an important part in everything from modernizing infrastructure around the world to enabling the next generation of electric and autonomous vehicles.
Axalta operates its business in two segments: Performance Coatings and Mobility Coatings, which serve four end markets, including Refinish, Industrial, Light Vehicle and Commercial Vehicle, across North America, EMEA, Latin America and Asia-Pacific. Our diverse global footprint allows us to deliver solutions to over 140+ countries and coat 30 million vehicles per year. We’ve recently set an exciting 2040 carbon neutrality goal, in addition to 10 other sustainability goals, and we take pride in working with our customers to optimize their businesses and achieve their goals.