Strategic Account Manager - Heavy Equipment

Customer Identification / Acquisition

• Manage SW's relationship with identified customer(s) and their subcontractors in order to ensure complete alignment and a single voice to assigned key accounts within Heavy Equipment. 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 North America but may include global coordination.
• Together with the regional sales organization; 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 strategic customers and when appropriate, lead the contract negotiation and execution process.
• Lead the regional business development effort and execution of the sales activities necessary to capitalize on the customer pipeline.
• Be an advocate of value selling - which includes driving and delivering on cost savings goals for the identified customer(s).

Strategy

• With marketing (global and regional) and the regional leadership, build the business plan for defined OEM brands, with an emphasis on small and medium sized USCA regional brands
• 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 training across the sales teams to improve our call effectiveness at the "boots on the ground" level.

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.

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:

• College degree or 7 years industrial sales / marketing experience

Preferred:

• MBA

KNOWLEDGE & EXPERIENCE:

Required:

• 5 years industrial sales / marketing experience

Preferred:

• Specific HE sales experience
• Industrial coatings experience
• Large complex account sales experience

TECHNICAL/SKILL REQUIREMENTS:

Required:

• Excellent verbal and written communication skills required
• Proficiency with Microsoft Office applications

Preferred:

• Proficiency with Salesforce.com
• Basic understanding of coatings chemistry and application

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

• 75%

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 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.
• Work surfaces may include concrete.
• Employee must be able to tolerate non-toxic paint odors and be able to wear a respirator as required.
• Employee must be able to operate a computer and communicate via telephone.
• Some travel to other locations, meetings and/or seminars is required.