Meet or exceed annual territory budget for volume (gallons), revenue and margin contribution by engaging in these core activities.
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
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:
- Identify "value selling" opportunities to create growth and efficiency in our customers' operations and communicate these internally in a compelling way to both operations teams and senior management.
- Monitor the on-going relationship formally through Periodic Business Reviews that engage appropriate cross-functional customer and internal stakeholders to identify opportunities to strengthen our customer value proposition.
- Monitor the on-going relationship informally through regular touchpoints with all key stakeholders. Ensure that there is a Stakeholder Engagement Plan that connects the internal account support team with the appropriate customer contacts.
- Lead internal Account Reviews to ensure that the internal account team is positioned to provide value-added support to the customer.
- Manage risks and issues that may arise by stabilizing the customer and ensuring that a corrective action is completed.
- Execute pricing action as needed to respond to changing economic conditions.
Required Dimensions
- Non Union Facilities
- Geographic Regions Supported: US, CA, MEX
Additional Dimensions
- $6-15M Typical Territory Size
- 10-25 Buying Accounts
- Sales & Profit Responsibility
- Full Industrial Wood Product Line
- Typically serviced out of multiple facilities
- Often a multi-state geography
Qualifications
POSITION REQUIREMENTS
FORMAL EDUCATION: (GENERALLY, IF RELEVANT EXPERIENCE IS ACCEPTABLE, THE CANDIDATE MUST HAVE THREE YEARS OF WORK EXPERIENCE FOR EVERY ONE YEAR OF COLLEGE EDUCATION REQUIRED)
Required: - High School Diploma or equivalent
Preferred: - Bachelor's Degree in Science, Math, Economics, Engineering
- Bachelor's Degree in Business related field
KNOWLEDGE & EXPERIENCE:
Required: Preferred: - Experience selling technical products, e.g. coatings, chemicals, equipment.
- Experience managing large complex customer relationships
- Project Management experience
- Lean Six Sigma experience
PHYSICAL REQUIREMENTS:
- Must be able to sit, stand, hear, and see on a constant basis.
- Must be able to walk, write, and type on a frequent basis.
- Must be able to lift and carry up to 15 pounds.
- Must be able to climb and descend stairs.
- Must be able to bend, carry, reach, push, and pull on an occasional basis.
- Must be able to communicate verbally and in writing.
- May work indoors and outdoors as needed. Exposure to heat up to 120 degrees and cold to 0 degrees.
- May work in areas where noise level is such that hearing protection is required.
- May work in areas where toxic, flammable, and hazardous materials are present.
- May be exposed to varying amounts of dust and dirt
- Employee must be able to operate a computer and communicate via telephone.
- Some travel to other locations, meetings and/or seminars is required.
TECHNICAL/SKILL REQUIREMENTS:
Required: - Strong Communication and Interpersonal Skill
- Microsoft Office Suite, including building succinct, compelling PowerPoint presentations
- Travel Management software and Expense Reporting
- Ability to read and interpret financial reports, particularly Income Statements
Preferred: - Coatings Industry knowledge
- Building financial business cases and documenting in pro formas
- Experience navigating financial reporting software and analyzing financial performance
TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)
About us
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 compensation decisions including skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
The wage range, other compensation, and benefits information listed is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.
Sherwin-Williams is proud to be an Equal Employment Opportunity/Affirmative Action employer committed to an inclusive and diverse workplace. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract.
As a VEVRAA Federal Contractor, Sherwin-Williams requests state and local employment services delivery systems to provide priority referral of Protected Veterans.
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