SALES - Enterprise Account Executive

Essential Duties: 

• Develop and execute a Territory Strategic Plan. Make revisions and updates as necessary to achieve specification and market share growth 
• Develop strategy to enhance or increase specifications by key, opportunity, and existing firms. This includes identifying product categories where our products are not specified. 
• Drives specifications within CSI divisions 3, 5, 6, 7 and 9 that leverage Sherwin-Williams’ competitive advantages 
• Work with architects, engineers, specification writers, and designers to illustrate SW’s strengths and competitor weaknesses. 
• Educate the architectural community and internal personnel on proper ways to specify within reference standards and building rating systems.
• Support internal collaborators where applicable on projects specified with reference standards and building rating systems. 
• Maintain disciplined pre-call planning to ensure time is maximized and the territory plan is being executed. 
• Provide product/technical information to support customers' specification requirements.
• Identify potential opportunities/issues and work with internal collaborators to support positive outcome. 
• Identify ways to deepen the business relationship with customers. 
• Present CEU and branded presentations to target Architectural, Engineering, Construction (AEC) firms. 
• Provide large project tracking updates as well as input changes directly into the SW’s CRM. 
• Identify, provide, and track sales leads via SW’s CRM as appropriate. 
• Establish detailed understanding of the design process within the architectural community and work with SW marketing team to position SW accordingly. 
• Maintain membership and active participation in key professional organizations such as AIA, CSI, and other related organizations. 
• Execute competitive product comparisons and identify current competitors' strengths and weaknesses and SW's competitive advantage. 

Core Competencies: 

• Applicant needs to be a results-oriented self-starter. 
• Applicant needs to display a high level of product knowledge in architectural, industrial (including high-performance coatings, high-performance flooring, intumescent coatings), factory applied metal coatings (coil, extrusion, powder), fluid applied roofing, joint sealants, and associated product lines. 
• Applicant needs to have better than general understanding of the construction processes.
• Applicant must have strong presentation skills. 
• Applicant must be knowledgeable and proficient with computer programs such as the Microsoft Suite of tools and possesses excellent computer skills. 

Interpersonal Skills: 

• Develops positive relationships with others to better accomplish work goals. 
• Effectively builds personal relationships with customers to support their business. 
• Clearly conveys information and ideas to others in a manner that helps them understand and retain the message. 
• Uses appropriate interpersonal, communication and organizational skills to execute the sales plan to grow share. 
• Presents proposals effectively to individuals or groups; delivers presentations suited to the characteristics and needs of the Architectural, Engineering, Construction (AEC) community. 
• Effectively reaches mutually satisfactory solutions from negotiations that strengthen business relationships. 

Leadership Skills: 

• Ability to lead individuals or groups to help them move toward action and improvement. 
• Take leadership role in providing detailed specification recommendations to the Architectural, Engineering, Construction (AEC) community and all internal personnel. 

Business/Management Skills: 

• Makes good decisions; effectively chooses a course of action to address issues that are consistent with available facts and constraints. 
• Effectively manages time and resources to ensure work is completed efficiently and performance goals are met. 
• Possesses a mastery of relevant product knowledge, marketplace dynamics, and trends in the coatings industry.                                                                                                             

Professional Qualities: 

• Sets high standards of performance for self and others; assumes responsibility for individual performance and results. 
• Maintains effectiveness when experiencing changes in work and adjusts effectively to new work processes, situations, and requirements. 

Additional Duties: 

• Complete expense reports on Concur on a timely basis. 
• Assist sale representatives in the resolution of customer com