Project Development Manager

The PDM Dedicated role provides documentation and guidance to the P&M Sales organization and General Contractors regarding relevant process innovations associated with the construction solutions process.

Dedicated PDMs are (1) providing value-added services to General Contactors with a global footprint and (2) providing solutions to specific market segments associated with (3) coating technologies (Fire Protection, Resinous Flooring, General ptg, Roofing) while creating alignment (4) for cross-selling and messaging lead for PCG and TAG full portfolio of products. A high degree of domain knowledge relative to construction management and professional services delivery is required to effectively position value internally and externally.

PDM Dedicated role is measured by the following:

• Achieves established market segment project sales and margin goals.
• Secures an assigned number of mega projects annually.
• Achieves business plan goals for GCs.
• Manage budgeted travel and expense within company guidelines in achieving the above results.

ESSENTIAL FUNCTIONS:

Strategy

• Drive differentiation and competitive advantage through the introduction of new processes associated with key coating systems.
• Gather and feed competitive intelligence within P&M key roles inclusive of the Director of Sales Project Development, Vice President of Sales/Marketing, Regional Market Segment Directors, and Global Market Segment Directors.

Customer Development

• Development and successful implementation of established business plan.
• Engage General Contractors directly to identify, manage and secure key projects.
• Manage select Mega Projects along the critical path and timely transition to the sales team to secure sales for these projects.
• Obtain, understand, and modify General Contractor Master Supply Agreements to position Sherwin-Williams as a preferred coating partner.
• Develop a preferred partner position within select General Contractors by understanding the relationship of how our coatings and services impact their financial goals.
• Develop proposals, presentations, and contracts to key customers.

Contributing to Team Success

• Drive the P&M Mega project success through collaboration across all business units within USCA including KAMs, BDMs, Multi Seg PDMs, Sales Managers, Sales reps.
• Act as a consultant/advisor for GC and Construction interactions

Products

• Effectively articulate the Sherwin-Williams product offering and value propositions to target customers.
• Actively promote the introduction of new products to Sherwin-Williams target customers.

Communications

• Deliver effective market and product training to internal and external customers.
• Ensure that roles, responsibilities, and deliverables are aligned with the construction process.
• Manage effective transitions and relationships between internal and external stakeholders.

Leadership

• Be actively involved in industry associations to endorse Sherwin-Williams as a coatings leader in Protective and Marine.
• Effectively leverage resources to achieve results in a matrix organization.
• Track and report results and activities in order to include the sales organization at the appropriate time.

DIMENSIONS:

Financials

• Sales: Exceed sales volume for assigned GC account tracked by Project Pipeline through the monthly/yearly Territory Income Statement

BASIC REQUIREMENTS:

• High School degree is required. College degree preferred in related technical/business field.
• 5-10 years business or coatings industry experience preferred.
• Previous sales and/or marketing experience in business to business preferred.
• Demonstrated proficiency in the field of corrosion protection.
• Excellent verbal and written communication skills required.

COMPETENCIES:

• Managing Work (including Time Management)
• Negotiating Skills
• Building Customer Loyalty
• Building Positive Working Relationships
• Products, Market and Industry Knowledge
• Sales Ability

WORK ENVIRONMENT:

• General office environment
• Computer, telephone, and printer noise
• Exposure to industrial and plant environments
• Considerable travel situations