Strategic Account Manager - Energy Segment

This person can site anywhere in the continental US near an airport. 

 

Job duties include contact with other employees and access confidential and proprietary information and/or 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 staff, employees, and business relationships.

Customer Identification / Acquisition

• Manage SW’s  relationship with identified Strategic Energy customer(s) and their subcontractors in order to ensure complete alignment and a single voice to this key global account.  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.  Focus is USCA
• 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  

 

Strategy

• With marketing (global and regional) and the regional leaders, build the business plan for defined strategic account(s), including:
• Meet Sales and New Business 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. 

Education: 

Required:

• Bachelor’s degree

 

KNOWLEDGE & EXPERIENCE:

Required:

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

 

Preferred:

• Previous B2B 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%

At Sherwin-Williams, our purpose is to inspire and improve the world by coloring and protecting what matters. Our paints, coatings and innovative solutions make the places and spaces in our world brighter and stronger. Your skills, talent and passion make it possible to live this purpose, and for customers and our business to achieve great results. Sherwin-Williams is a place that takes its stability, growth and momentum and translates it to possibility for our people. Our people are behind the strength of our success, and we invest and support you in:

Life … with rewards, benefits and the flexibility to enhance your health and well-being
Career … with opportunities to learn, develop new skills and grow your contribution
Connection … with an inclusive team and commitment to our own and broader communities
It's all here for you... let's Create Your Possible

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