Key Account Manager, Industrial Wood

The Key Account Manager leads territory planning, customer engagement, and business development activities to drive sales growth and strengthen customer loyalty. This position identifies and pursues new business opportunities, develops compelling value-based solutions, negotiates commercial agreements, and coordinates internal resources to successfully onboard and support customers. 

The role serves as a trusted advisor to key accounts by conducting regular business reviews, identifying opportunities for operational improvement, and managing customer relationships at multiple stakeholder levels. Success requires strong sales acumen, financial analysis skills, project management capabilities, and the ability to travel extensively while working collaboratively across technical, commercial, and operational teams. Preferred candidates will have experience selling technical products and managing complex customer accounts in industrial or manufacturing environments.

Additional Information:

• This position will require at least 50% travel.
• Job duties involve contact with customers, which may include minors; and access to cash and other payment methods, electronic equipment, personal information, store merchandise and other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company’s customers, staff, employees, vendors, contractors, and the general public.
• This position is eligible for health benefits, such as medical, dental and vision coverage, Flexible Spending Accounts (FSAs), disability coverage, security, retirement and saving benefits. Additional benefits include a generous time away from work package, including personal leave, paid parental leave, medical leave, vacation, and holidays.
• Full-time regular employees not covered by a collective bargaining agreement are eligible for:
  • 0-10 paid holidays throughout the calendar year, including 1 floating holiday
  • In the year of hire, 3-13 paid vacation days, prorated based on hire date, including a minimum of 3 frontloaded paid “flex” days which can be used for unplanned absences, such as sick days.
  • Non-exempt employees who work within the state of Washington will accrue paid sick leave at an accrual rate of 1 hour per every 40 hours worked
  • Employees who work within the city of Seattle, Washington will accrue paid sick leave at a rate of 1 hour per every 30 hours worked 
  • 4 workweeks (on a 12-month rolling calendar period) of paid Military leave for employees who are absent from work due to service in the uniformed services
  • 5 days of paid Bereavement Leave following the death of an immediate family member and 3 days of paid Bereavement Leave following the death of any other family member
    After one year of employment, two weeks of Paid Parental Leave following the birth, adoption, or placement of a foster child

• TERRITORY PLANNING & ACCOUNT ENGAGEMENT PLANNING

  Build strong territory and account plans with multiple paths to success

  • 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.

  • 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

  • Negoti