Commercial Territory Sales Manager - Automotive Refinish

Key Responsibilities

• Manage and grow sales within a defined territory, including existing direct accounts and distributor-managed accounts using a disciplined and defined approach.

• Serve as the primary representative and knowledge source for PPG Commercial Coatings in the assigned territory.

• Prospect, qualify, and convert new leads for both direct and distribution sales channels.

• Develop and maintain a robust commercial sales distribution network.

• Assess distributor capabilities and work to improve their performance through training and support collaboration with the sales team to review targets, develop strategies, and manage sales opportunities.

• Lead opportunity cadence calls and joint customer visits with distributors representatives to strengthen customer relationships and identify growth opportunities.

• Support and train PPG's digital tools at distribution and end user customers.

• Utilize CRM tools effectively to strategize, track, and manage territory activities.

• Deliver presentations and training sessions to distributors and end user customers on PPG products and value propositions.

• Develop, write and maintain Standard Operating Procedures (SOPs) as needed.

• Monitor and understand the competitive landscape to form sales strategies.

• Manage and control an expense account responsibly.

• Demonstrate a proactive sales attitude with a focus on ethical decision-making and customer satisfaction.

• Handle multiple sales opportunities at various stages of the sales process simultaneously.

• Coach and support sales partners to enhance their effectiveness.

• Commit to continuous learning and complete all required training on time.

• Travel as necessary, up to 50% overnight, to support sales activities and distributor engagement.

Qualifications

• Bachelor's degree in business, Marketing, Chemistry, Engineering, or a related field, or equivalent professional experience.

• 5+ years of progressive experience in commercial coatings sales, automotive refinish, or an adjacent industrial market.

• Experience in sales development, negotiation, with the ability to establish engagement with prospects, customers, and distributor partners.

• Hands-on technical capabilities related to substrate preparation, painting processes and application

• Valid driver's license and willingness to travel.