Strategic Accounts Specialist- Welwyn Garden

Strategic Account Specialist

Area: UK wide

Axalta has remained at the forefront of the coatings industry by continually investing in innovative solutions. We engineer technologies that protect customers’ products – whether they are battling heat, light, corrosion, abrasion, moisture, or chemicals – and add dimension and beauty with colourful 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.

We are currently looking for a Strategic Account Specialist for UK wide role covering a selected number of large strategic customers.

The Strategic Account Specialist is responsible for retaining strategic customers in the United Kingdom by implementing Performance Management at those accounts. The SAS engages proactively with his customer base to make his customers more successful and more profitable through a consultative selling approach. The SAS uses a proactive account plan with an annual review recapping projects jointly completed which add value to promote long term retention.

Key responsibilities:

• Close cooperation with Strategic Sales, Retail and Indirect Sales, Technical & Marketing Teams, Key Account Managers, Technical manager, Business Services Team and Training Managers.
• The SAS role consists of “consultative selling” a unique combination of account management and bodyshop project management with strong technical abilities.
• Strategic Account management at Shop and group of Shop level: build rapport and establish working relationships with bodyshop locations. Typically, a SAS will manage customer locations depending on the shop’s requirements and geography.
• Performance Management Account Management Strategy: Provide Axalta’s value-added Services and Performance Management based on our standard centralized EMEA Performance management programme and tools.
• Based on mutual agreement WITH the customer, implement the appropriate (digital) tools to monitor relevant KPI’s at the customer.
• Provide in depth consultative support relative to top line sales, estimates, company-wide SOP’s, and their internal leadership development based on customer needs. Facilitate process improvement roundtables with key staff, as required.
• Interact with MSOs, DGs, Network managers, Independent Bodyshop managers, owners, and their staff as well with Axalta distributors and importers on all levels: sales, general management and owner level.
• Set-up and drive execution of an annual account plan for each assigned large strategic account and/or selected account locations.
• Define Yearly SMART goals that are agreed with the Customer. Coordinate periodic meetings to review the Account Plan, their goals and the milestones.
• Understand the key elements of the business agreement with the (parent) account. Re-assess the customer periodically to refine the evolving company-wide account plan. Discuss to assign a customer “project champion” for each project.
• Review the achievements vs. targets at least once per Year and within foreseeable time of the end of each contract period in anticipation of extending that contract. Annually update the Account Plan WITH the customer and review with them and update SFDC with the agreed upon plan.
• Track annual customer purchases and work to capture 100% of the paint and related product purchases. While maintaining customer P & M profitability, work to help grow work TO and THRU the door to increase annual purchases by the agreed percentage annually.
• Provide in depth consultative support along the 5 pillars to be a part of the customer’s long-term success at selected large strategic accounts under his/her responsibility.
  • Improve Paint Performance: reducing Material (paint and non-paint) consumption, optimize material gross profit or reducing the liquid cost per hour – Key Technical ability required.
  • Support Sales/Business with establishing a service level agreement with the customer, then agree upon an approved product list and finally evaluate SKU turns and suggest inventory adjustments as necessary.
  • Customer Process Improvement: Perform audits assessing customer processes (Paintshop improvement processes, Intake Process; Spray Booth utilization; Courtesy Car etc…..) vs SOP and define corrective actions.
  • Painter round tables for paintshop improvement.
  • Optimise the Customer Estimation Process Support Customer with increasing top line sales Support Customer’s leadership development (e.g. Coaching, hiring….)
  • Basic Financial consultancy

Key requirements:

• Bachelor’s in business, economics, finance, process engineering or equivalent experience.
• Extensive Body Shop Industry knowledge and Technical capabilities.
• In shop implementation experience at Bodyshop level.
• In-depth knowledge of Accident repair processes.
• Understanding of KPI’s relevant to a bodyshop.
• Experience in negotiations with BS Managers or owners. Ability to build rapport.
• Knowledge of international business processes, especially within the refinish and collision repair industry and all its influencing players.
• Can effectively listen and observe a customer’s situation and discerns the customer’s needs. Then gains buy in for the solution(s) offered to improve the situation.
• Proven ability to plan, implement and get results. Effectively uses collaborative approach to problem solving.
• Detail oriented and is comfortable investing time documenting their activities in Sales Force.com
• Very good written and verbal communication. Presentation skills
• High interpersonal sensitivity & skills.
• Structured working methods. Well-developed project management skills to be able to manage multiple projects for each of the customers assigned.
• Can operate in a self-managed environment – with limited daily direction. Possess self-discipline and maintains effective performance in unstructured and autonomous conditions.
• Competent computer skills, proficient with Word, Excel, PowerPoint.
• Stays customer focused.
• Takes ownership.
• Embraces change. Inspires. Builds capability.

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 in 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 initiatives, and we take pride in working with our customers to optimize their businesses and achieve their goals.

Our Company:

Axalta has remained at the forefront of the coatings industry by continually investing in innovative solutions. We engineer technologies that protect customers’ 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 in 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 initiatives, and we take pride in working with our customers to optimize their businesses and achieve their goals.