Key Account Manager -Industrial Wood

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

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.

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:

• Prior Sales Experience

Preferred:

• Experience selling technical products, e.g. coatings, chemicals, equipment.
• Experience managing large complex customer relationships
• Project Management experience
• Lean Six Sigma experience

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)

• 50%