Strategic Account Manager - Transportation

CORE RESPONSIBILITIES AND TASKS 

Customer Identification / Acquisition

• Along with GAM, manage SW’s relationship with identified customer(s) and their subcontractors in order to ensure complete alignment and a single voice to customer. This includes developing and executing formal account plans including strategies for share growth of both the OEM facilities as well as the subcontractors supplying painted parts. 
• Together with the regional sales organizations, identify and prioritize a pipeline of new business across all technologies that delivers on our financial objectives over the planning period.
• Drive the sales efforts to successful conclusion in a timely manner. This will include both personal ownership of some key opportunities and support/leadership of the regional sales teams that are in the lead position.
• Together with segment and product management, drive specification and approval of Sherwin-Williams products in order to enable sales execution.
• Lead the development of proposals and presentations to key customers and when appropriate, lead the contract negotiation and execution process for these key customers.
• Lead the regional business development representatives in the execution of the sales activities necessary to capitalize on the customer pipeline.
• Be an advocate of value proposition selling - includes driving and delivering on Joint Process Improvement (JPI) goals.

 

Strategy

• With marketing (global and regional) and the regional leaders, build the business plan for defined strategic account(s), including:
  • Meet Sales Goals
  • Product needs – both today and future
  • Physical infrastructure requirements – the ability to make and serve the channel
  • Branding strategy & execution – ensure Sherwin-Williams holds a leading brand position 
• Support refinement of business & marketing strategy through investigation and communication of market trends, and through collaboration efforts with marketing.
• Provide competitive intelligence and positioning guidance
• Be actively involved in industry association, trade shows, and customer specific “supplier day” events
• With marketing, drive product and industry knowledge across the sales teams to improve our call effectiveness at the “boots on the ground” level.

POSITION REQUIREMENTS  

 

FORMAL EDUCATION

Required:

• College degree 

 

KNOWLEDGE & EXPERIENCE:

Required:

• 5 years industrial coatings industry sales and/or marketing experience required 

Preferred:

• Specific HE sales experience
• Global sales experience

 

TECHNICAL/SKILL REQUIREMENTS:

Required:

•  Excellent verbal and written communication skills required
•  Proficiency with Microsoft Office applications
• Basic understanding of coatings chemistry and application

Preferred:

• Proficiency with Salesforce.com
•  

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

•    50% or more 

Here, we believe there’s not one path to success, we believe in careers that grow with you. Whoever you are or wherever you come from in the world, there’s a place for you at Sherwin-Williams. We provide you with the opportunity to explore your curiosity and drive us forward. Sherwin-Williams values the unique talents and abilities from all backgrounds and characteristics. All qualified individuals are encouraged to apply, including individuals with disabilities and Protected Veterans. We’ll give you the space to share your strengths and we want you show us what you can do. You can innovate, grow and discover in a place where you can thrive and Let Your Colors Show! 
At Sherwin-Williams, part of our mission is to help our employees and their families live healthier, save smarter and feel better. This starts with a wide range of world-class benefits designed for you. From retirement to health care, from total well-being to your daily commute—it matters to us. A general description of benefits offered can be found at http://www.myswbenefits.com/. Click on “Candidates” to view benefit offerings that you may be eligible for if you are hired as a Sherwin-Williams employee.
Compensation decisions are dependent on the facts and circumstances of each case and will impact where actual compensation may fall within the stated wage range. The wage range listed for this role takes into account the wide range of factors considered in making compensa