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Account Manager

3 months ago

Sewickley, United States The Sherwin-Williams Company Full time

CORE RESPONSIBILITIES AND TASKS

Position Summary

The Account Manager role is fully accountable for managing the account relationship and P&L for large customer accounts at a macro level and delivering on profitable sales growth and market share gain across the entire account.

The customer profile serviced by the Account Manager II level:

Normally has annual sales dollar volume ranging from $21-35M, warranting a significant and focused account management resource investment

Require coatings solutions at multiple locations (may be multiple countries but not multiple regions or global)

Require one or more coatings technology platforms (including but not limited to Polyester, Acrylic, PVC, Epoxy, Alkyd); highly customized coatings solutions based on deep insight into the customer's segment and business challenges.

Includes complex customer selling cycles, supporting single or multiple application methods and single or multiple markets

Require a more complex and challenging qualification/buying decision process

Require several levels of decision approval up to and including C-suite

Seeks to form a limited number of "win-win" partnerships with one to a few strategic coating suppliers

Offers a high potential for strong and long-lasting strategic partnership

While this position is accountable at a macro-level, the role is also accountable for coordinating/providing direction for multi-site account management activity. This position works in cooperation and conjunction with the sales and technical service teams in order to successfully service their accounts.

Sales/Financial Goals

Partners with Business Manager / Business Director to develop/execute strategy.

Responsible for meeting all Net Sales and Profitability Goals

Manages all key account sales activities.

Proven ability to maintain and/or grow business/coating market share

Responsible for Incentive & Rebate Payments

Understands Customer position in marketplace (cans in market, brands served, etc..)

Value Selling at Plant and Technical Level

Obtains and verifies the forecast

Drives customer strategy impacting other packaging customers (suppliers, complimentary, etc.), but is owned by Business Manager / Business Director

Contract/Negotiations

Gathers Information, directly negotiates Claims of

Provides input to the development and execution strategy, partnering with the Business Manager / Business Director.

Participates and provides input on NPV's contract Negotiation / Closing Deals, partners with Finance and Business Manager / Business Director.

Participates and provides input on Pricing Negotiations

Negotiates payment terms.

Protects Integrity of Account

Responsible for protecting customer proprietary Information

Responsible for following production recommendation process

Relationships

Keep Corporate contacts updated in SFDC

Able to influence and build good relationships with Plant, Technical and Purchasing Level.

Primary liaison with customer to identify and resolve technical issues at Plant, Technical, Purchasing and Corporate levels.

Relationship plan around technical and manufacturing.

Winning new Business / Protecting Share

Identifies/maintains opportunities for business and quantifies in SFDC

Log All Customer Interactions and Account related activity into SFDC

Regularly Gathers and Compiles Competitive Intel

Owns Trial Charter Process and Trial Success

Understand Customer Capability

Gathers VOC and drives internal projects to win business

Identify VOC and understand customer needs at Plant and Technical Level.

Ensure Customer Satisfaction at Plant and Technical Level

Persuades Customers to Run Trials at Plant and Technical Level

Manage new technology introductions, cost reduction projects and logistics efficiency projects at Plant and Technical Level.

Problem Solving

Ensuring customer problems are addressed timely and pulls in resources when needed

Primary liaison with Customer for issues at Plant and Technical Level.

Problem Solving Skills - works at production and Plant Manager Level.

Advises and actively works on solutions with internal resources on cross functional teams

Participates in cross-functional customer events.

Understands and regularly reviews product costs and profitability, partners with Finance, looks for improvements.

Product Knowledge

Makes customer aware of new Technologies

Ability to cross-sell at Plant level.

POSITION REQUIREMENTS

FORMAL EDUCATION:

Required: Bachelor of Science Degree in Engineering, Chemistry or equivalent education with strong Chemical/Chemistry aptitude.

Preferred: MBA

KNOWLEDGE & EXPERIENCE:

Required: 3 or more years of B2B industrial environment product/service sales experience

Preferred: 4 or more years of direct or adjacent industry sales experience

Industrial coatings product and application familiarity

Background in technology, technical service and/or customer service

TECHNICAL/SKILL REQUIREMENTS/PERSONAL ATTRIBUTES

Effective written and verbal communication with team members and customers

Establishing and maintaining organization of schedules, meetings, time sheets, and resources

Customer orientation

Diplomatic attitude

Influencing customers

Negotiating with customers

Honesty/integrity

Adaptability/flexibility

Open-mindedness, willingness to accept change and new ideas

Decision-making

Self-motivation to work independently (with minimal supervision)

Problem-solving to address issues or concerns in a logical manner

Time management (prioritizing urgent matters)

Maintaining positive attitude, especially in the face of challenges

Personal accountability

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

  • 50%+

WORK SCHEDULE:

  • Monday through Friday, 40 hours per week

This position is not eligible for sponsorship for work authorization now or in the future, including conversion to H1-B visa.