Key Account Manager

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 

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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: