BU Commercial Operations Manager Job Vacancy in AkzoNobel Gurgaon, Haryana – Latest Jobs in Gurgaon, Haryana

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Company Name : AkzoNobel
Location : Gurgaon, Haryana
Position : BU Commercial Operations Manager

Job Description : Date: Mar 24, 2022
Location: Gurugram, IN
Company: AkzoNobel
We’ve been pioneering a world of possibilities to bring surfaces to life for well over 200 years. As experts in making coatings, there’s a good chance you’re only ever a few meters away from one of our products. 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 the most sustainable paints company, which has been inventing the future for more than two centuries.

Job Purpose

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Key Accountabilities

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Key Activities

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Experience

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Education

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Competencies
Accepting Direction
Accepting Responsibility
Acquiring Information
Job Purpose Statement
To be the regional owner for professionalizing Commercial Operations across BU.
This role requires proactive identification, definition and solving of complex problems that have impact on the direction of the business or work effort, where analysis of situations requires an in-depth understanding of various processes across functions and countries; having an innovative and transformation mindset to identify improvement opportunities to optimize processes, decrease costs and increase value.
The role will be responsible for –
Partnering with Global SFX (Sales Force Excellence) & MSSS in implementing sales & process initiatives.
Driving Sales Enablement through effective implementation of CRM (Retail, Project & Case Management), DERP and system integration (IBP: DART and External feeders like MMIT).
Driving Ways of Working – prospect/lead management in the CRM for all the countries and ensuring that every customer queries and complaints are recorded in the CRM.
Documenting of every process and guideline sign-off by the respective BU Stake Holders and implementing and driving them in the countries.
Drive POST commercial productivity through best-in-class process and governance that leads to (1) One Base One Price (2) POST Sales Productivity, Analytics & System Integrations (3) Own and integrate M2W Online and (4) via IBP cycle and POST monthly meetings – drive alignment with country sales and marketing on POST roll out and value added services
KEY RESULT AREAS (KRA)
Sales CRM & Case Management Implementation
Ensure readiness of Sales CRM; via single creation from the business and doing bulks uploads.
Ensure readiness & usage of CRM Case Management by countries for all types of complaints.
Coordinate with Global CRM team for BU specific customization requests.
Liaise with external agency (MMIT) to capture market opportunity to reflect ~70% of the market (SSO & Project)
Align country Leadership for roll out of Sales CRM & Case Management and new features like Customer 360 in the BU.
Develops, pilots and fully implements CRM Adoption agenda and methodology, focused on achieving business success.
Continuously and relentlessly drives for decisions that support adoption.
Measures progress and effectiveness of change management activities and business readiness.
Supports employees and the business in adoption of change, new tools and new ways of working, coaches and supports the functional users to accomplish business success.
Contribute to practice-building efforts such as knowledge sharing, training and consolidates good practices.

CRM Operations
Define CRM governance for countries.
Manage access, permission and authorization for SESA.
Ensure all required functional users have the roles assigned as agreed with the country Leadership.
Facilitate trouble shooting & handholding of CRM users – all functions.
Prepare business case for new developments & issues using Jira with regular tracking & enrichment.
Consolidate country specific change requests for alignment at BU and represent BU business case at Global forums for sign-off by all BUs using Confluence
Work closely with the country CRM manager in conducting the UAT and managing the Go Live
Work closely with the country CRM Manager on ensuring 100% usage for CRM for projects and case management
Monitor the pipeline, prospects and key accounts management in CRM for each country along with the respective CRM Managers.
Represent SESA in global design of SFA App and roll out in SESA

Sales operations
Drive operational excellence in the Sales organization through process improvements.
Identify opportunities to add value to the Sales teams by effective use of systems and tools
Enable SESA Sales teams to leverage new and existing technology solutions and provide guidance and direction to help teams meet their objectives
Be the transformation champion for operations.
Encourage a cultural change in commercial teams to follow agreed procedures/process and to maintain latest information in appropriate format in Global/regional solutions like SAP, DERP, CRM, MDG, M2WN, Barcode program, Analytical & reporting tools etc.

Service development and operations
Align with local representatives to gather requirements for proper definition of Business Service Levels with respect to technological solutions
Monitor organizational readiness and align with countries to ensure adequate timing of change deployment in geographical areas
Ensure knowledge network is properly set-up and functioning

CoE Alignment
Partner with Global Process Owners and IM teams for strategic alignment of BU objectives
Act as a communications advisor within SESA region to ensure alignment with regional objectives
Drive the adoption of data-driven enablement & sales readiness solutions that enable the country sales team to achieve their goals
Assess business needs and align training activities as well as define a learning strategy to achieve business objectives and establish a learning organization

Automation Initiatives & System Integrations

Integrate multiple sources of information – DERP, SAP, DART, CRM, M2WN Online for management decision making (Performance Management)
Drive User Acceptance Testing & signoffs.
Collaborate with R&D to define best fit technologies from the global set of approved vendors to deliver colour delivery needs of segmented channel and projects via distributor/depot tinting and ensure effective deployment of M2WN and M2WN Online aligned to channel segmentation across the region and work with RD&I and Marketing to deliver simplified and efficient navigation
Develop suitable dashboards and reports with to help monitor and review productivity of POST deployments in line with regional guidelines
Remote asset tracking and Management using latest trends in industry.
Work on harmonization of data fields & structures to prevent data conflicts.
Evaluate, facilitate development & roll-out of country system request [Retailer Portal – 2022-23]
DERP Operations
Ensure DERP governance at countries.
Review technical solutions offered by vendor, country’s change requests & initiate solution improvements to align with business strategies and goals.
Upgrade & introduce new functionalities in alignment to country Leadership.
Liaise between vendor, country team and coordinate with functional heads & IM to capture various scenarios in User Documentation for sign-off.
Facilitate prioritization of assigned task in conjunction with product and change owner & country Leadership.
Help in rollouts, coach on updates & new features and troubleshooting.
Ensure master data consistency between DERP & SAP.
Drive – e-ordering Global initiative

Key Decisions and Dimensions
Input on process challenges, opportunities and partner in process stabilization & improvement.
Own, Governance and Lead systems and process for SESA (CRM 360, DERP, PowerBI, M2WN, SFA App)
Standardization & reporting of data (actuals and plan) by integrating DART, DERP, SAP & External sources (pipeline)
Drive usage and adoption of systems and tools (incl dashboards) and periodic training of Sales & DSR teams
Drive Customer Experience & e-ordering initiatives for BU.

Skills and Knowledge
Post Graduate degree/diploma – preferably in Business Management, or similar with minimum 15 years of experience in managing Sales & Distribution, Commercial Operations, Process Management and Analytics.
Strong understanding of Business Process Management, Project Management and Sales Application change management.
Prior experience in sales is mandatory.
Work experience across multiple countries with cross-cultural exposure will be an advantage
Superior Microsoft Office skills (PowerPoint, Word and Excel) and strong understanding of ERP (SAP), CRM and agile web/cloud-based programs & functional aspects.
Must be a self-starter, highly organized with good project management skills; ability to multi-task effectively with cross functional teams and meet deadlines
Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

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