Key Account Manager, Industrial Wood Coatings
The Sherwin-Williams Company | Cleveland, OH, US, 44101Posted 21 hours ago
Apply Now
Description
Meet or exceed annual territory budget for volume (gallons), revenue and margin contribution by engaging in these core activities.
TERRITORY PLANNING & ACCOUNT ENGAGEMENT PLANNING
Build strong territory and account plans with multiple paths to success.
This includes:
- Complete key customer Relationship Maps with clear engagement objectives
- Identify both the Technical and Commercial actions required to deliver the plan, then lead the internal teams to execute on aligned priorities
- Capture competitive intelligence and build a plan to deliver superior value to customers
NEW CUSTOMER ACQUISITION & GROW AT EXISTING ACCOUNTS
Advance new business opportunities through the selling cycle, and document progress in CRM.
This includes:
- Develop a quantified value proposition that respond to customer's top priorities and differentiates Sherwin-Williams from other coatings suppliers.
- Establish clear product performance and service expectations that are agreed upon by both the customer and key internal stakeholders.
- Agree internally on commercial terms and present that proposal to business leaders using financial proformas that reflect all requested investment and key commercial terms, including pricing.
- Present target proposals in a compelling way that address all customer stakeholder's needs
- Negotiate then reach a mutually beneficial relationship and secure new business as agreed upon with leadership.
- If requested by the customer and agreed upon internally, capture the negotiated agreement in a contract and ensure that it received full internal approval prior to customer execution
- Organize cross-functional internal teams to smoothly onboard the customer
STRENGTHEN CUSTOMER LOYALTY
Strengthen existing customers relationships and loyalty through the following work:
- Identify "value selling" opportunities to create growth and efficiency in our customers' operations and communicate these internally in a compelling way to both operations teams and senior management.
- Monitor the on-going relationship formally through Periodic Business Reviews that engage appropriate cross-functional customer and internal stakeholders to identify opportunities to strengthen our customer value proposition.
- Monitor the on-going relationship informally through regular touchpoints with all key stakeholders. Ensure that there is a Stakeholder Engagement Plan that connects the internal account support team with the appropriate customer contacts.
- Lead internal Account Reviews to ensure that the internal account team is positioned to provide value-added support to the customer.
- Manage risks and issues that may arise by stabilizing the customer and ensuring that a corrective action is completed.
- Execute pricing action as needed to respond to changing economic conditions.
FORMAL EDUCATION:
Required:
- High School Diploma or equivalent
Preferred:
- Bachelor's Degree in Science, Math, Economics, Engineering
- Bachelor's Degree in Business related field
KNOWLEDGE & EXPERIENCE:
Required:
- Prior Sales Experience
Preferred:
- Experience selling technical products, e.g. coatings, chemicals, equipment.
- Experience managing large complex customer relationships
- Project Management experience
- Lean Six Sigma experience
PHYSICAL REQUIREMENTS:
- Must be able to sit, stand, hear, and see on a constant basis.
- Must be able to walk, write, and type on a frequent basis.
- Must be able to lift and carry up to 15 pounds.
- Must be able to climb and descend stairs.
- Must be able to bend, carry, reach, push, and pull on an occasional basis.
- Must be able to communicate verbally and in writing.
- May work indoors and outdoors as needed. Exposure to heat up to 120 degrees and cold to 0 degrees.
- May work in areas where noise level is such that hearing protection is required.
- May work in areas where toxic, flammable, and hazardous materials are present.
- May be exposed to varying amounts of dust and dirt
- Employee must be able to operate a computer and communicate via telephone.
- Some travel to other locations, meetings and/or seminars is required.
TECHNICAL/SKILL REQUIREMENTS:
Required:
- Strong Communication and Interpersonal Skill
- Microsoft Office Suite, including building succinct, compelling PowerPoint presentations
- Travel Management software and Expense Reporting
- Ability to read and interpret financial reports, particularly Income Statements
Preferred:
- Coatings Industry knowledge
- Building financial business cases and documenting in pro formas
- Experience navigating financial reporting software and analyzing financial performance
TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)
50%