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Business Development Representative-Energy Segment

4 months ago

Denham Springs, United States The Sherwin-Williams Company Full time

The Protective & Marine Division is seeking a candidate with extensive experience with high performance coatings in the Oil & Gas/Energy market segment. This role will be responsible for building effective relationships with select asset owners across their value chain to identify, prioritize, and secure Protective & Marine projects and discretionary business.

Additionally, this role will be responsible for the proactive development of specifications and related activities with asset owners and specifiers in anticipation of future projects with these firms. This will be accomplished by engaging and influencing key decision makers including multiple levels of management, technical, procurement and project teams. Another important aspect of this position will be to provide training and guidance to Protective & Marine Sales Representatives and customers regarding relevant high performance coating solutions.

DIMENSIONS:

The Oil & Gas/Energy (O&G/E) Business Development Manager is measured directly by P&M sales and margin to O&G/E owner target customers, primarily through the USCA P&M Sales Organization. These objectives are achieved through activities in the following dimensions:

Strategy

  • Joint development of strategic market plan that supports the organizational strategy;
  • Interaction with Technical, Sales, Product Management, Human Resources, and Finance Managers;
  • Generate product strategies and hierarchies that support product life cycle and innovation necessary for industry leadership;
  • Possess a firm understanding of and maintain a consistent line of sight with industry/market trends;
  • Provide innovation that meets the desired direction the industry is evolving towards or shifts the industry towards our desired outcome;
  • Provide competitive analysis that highlights our specific competitive advantages and how to accelerate our focus market growth.

Business Development

  • Provide pricing and proforma guidance;
  • Support the P&M Sales organization through collaborative selling and pricing activities (including technical letters, technical support, and product recommendations);
  • Support development of proposals and presentations;
  • Create brand awareness and consideration of Sherwin-Williams products through innovative and effective channels to maximize impact in the market segment;
  • Drive specification and approval of Sherwin-Williams products;
  • Maintain direct contact, including account management, with key assigned customers in the Focus Market Segment to identify, manage and secure key projects;
  • Engage customers directly to support project and discretionary opportunities, including engagement of the customer's entire value chain for greater relationship development;
  • Participate in relevant trade organizations to drive the direction of the market segment and represent Sherwin-Williams;
  • Manage select design phase projects along the critical path and transition to the sales team to secure the sales on these projects.

Products

  • Develop business cases for new product specifications and development in collaboration with Sales and Technical (Including oversight for required product testing or 3rd party testing for specification approvals);
  • Provide market/customer focused direction for technical based on targeted or on-going VoC interactions;
  • Support customer trial and adoption of products (including technical assistance and service);
  • Champion allocation of Technical resources for short-term and long-term development;
  • Support the required volume of trials during the field trial phase of product development;
  • Generate product or system recommendations that meet the service environment/life expectations of the focus market customers;
  • Provide comprehensive insight regarding competitive product offerings and required gaps that need to be filled to improve our right to success.

Communications

  • Event (trade show) support;
  • Support the creation of effective sales and marketing tools, collateral, website, social media platforms and events;
  • Deliver market and product training through formal repetitive sessions combined with informal field participation that considers methods that best engage the audience;
  • Provide enterprise wide market direction, intelligence, initiatives, and global engagement;
  • Participate in frequent and effective communication with all levels of sales supported by geographic or sub-segment assignment.

Leadership

  • Advance the overall marketing team and strategy through effective stewardship of the focus market, effective talent management and development of the sales organization;
  • Talent management and succession planning;
  • Participate in committees that drive focus market direction;
  • Assume leadership roles to guide the protective coatings industry and relevant organizations;
  • Track and report Focus Market business development activities and results;
  • Influence the entire ecosystem of a focus market segment through thought leadership (Including practices, processes, and products) with technical papers, white papers, technical presentations, etc.

Basic Qualifications:

  • Required: Bachelor's degree in Business or Technical field
  • Preferred: MBA, Advanced Technical Degree, or P.E.
  • Preferred: NACE Level 3 Certification

- Must have a valid state issued driver's license.
- Must be legally authorized to work in country of employment without sponsorship for employment visa status.
- Must be able, with or without reasonable accommodation, to travel 50% of the time

Additional Qualifications:

Required: Industrial Sales Experience

Preferred:
-10 years experience working in the coatings industry in an account management or development role within the Oil & Gas segment.

- 10 years experience working with a cross functional team of technical, marketing, and sales professionals.

- Extensive knowledge of tank lining, CUI, PFP, and secondary containment coating systems and specifications.

- Experience successfully launching new products through a rigorous approval processes

- An understanding of competitor products currently in specifications and SW equivalents