Key Account Manager, Industrial Wood

Territory Planning & Account Engagement

• Build strong territory and account plans with multiple paths to success
• 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
• Develop a quantified value proposition that responds 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
• 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

• 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

Qualifications

• Must be at least eighteen (18) years of age
• Must be legally authorized to work in the country of employment without needing sponsorship for employment work visa status now or in the future
• Must have a high school diploma or equivalent
• Must have at least one (1) year experience in sales
• Must be able to travel as required by the position
• Must have at least one (1) year experience with Microsoft Office Suite, including building succinct, compelling PowerPoint presentations
• Must have at least one (1) year experience with travel management software and expense reporting
• Must have the ability to read and interpret financial reports, particularly income statements

About Us

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.