Global Account Manager

The Global Account Manager is responsible for the market growth and P&L responsibility with one of the largest global accounts for the General Industrial division. This individual would be responsible for creating a sustainable growth plan, right to win strategy, develop marketing information for sales team, sales negotiations, product management, and cost saving strategy. As a global influencer you would have direct management with the USCA Strategic Account Manager and would need indirect influence / management of the global sales teams to help achieve business goals and objectives.

This role should be located in major city and local to an international airport.

Customer Identification / Acquisition

• Manage SW's global relationship with identified customer(s) and their subcontractors in order to ensure complete alignment and a single voice to this key global account. 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.
• Together with the regional and global sales organizations, 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 key customers and when appropriate, lead the contract negotiation and execution process for these key customers.
• Lead the regional business development representatives in the execution of the sales activities necessary to capitalize on the customer pipeline.
• Be an advocate of value proposition selling - includes driving and delivering on global cost savings (Joint Process Improvement) goals.

Strategy

• With marketing (global and regional) and the regional leaders, build the global business plan for defined global account(s), including:
  • Product needs - both today and future.
  • Physical infrastructure requirements - the ability to make and serve the channel
  • Headcount requirements - people needed to successfully execute.
  • Branding strategy & execution - ensure Sherwin-Williams holds a leading brand position
• 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 global sales teams to improve our call effectiveness at the "boots on the ground" level.
• Create Right to Win Strategy and Market Attractiveness through Porter's Analysis and Other Marketing Tools.
• Develop and validate value propositions/case studies to provide strong leadership in Heavy Equipment segment.

Product Management

• Ensure the product portfolio is optimized to meet current needs and provide for new business opportunities.
• Develop High Action Item Lists for Product Management and Innovation.
• Provide comprehensive insight regarding competitive product offerings and required gaps that need to be filled to improve our right to success.
• Provide innovation that meets the desired direction the industry is evolving towards or shifts the industry towards our desired outcome.

FORMAL EDUCATION:

Required:

• Bachelor's degree in business or Technical field

Preferred:

• MBA, Advanced Technical Degree, or P.E.

KNOWLEDGE & EXPERIENCE:

Required:

• 10 years industrial coatings industry sales and/or marketing experience required

Preferred:

• 10 years' experience working in the coatings industry in a sales or development role.
• 10 years' experience working with a cross functional team of technical, marketing, and sales professionals.
• Experience successfully launching products through a rigorous approval process.
• An understanding of competitor products currently in specifications and SW equivalents.
• Global sales experience

TECHNICAL/SKILL REQUIREMENTS:

Required:

• Excellent verbal and written communication skills required
• Proficiency with Microsoft Office applications
• Basic understanding of coatings chemistry and application

Preferred:

• Proficiency with Salesforce.com

TRAVEL REQUIREMENTS:

1. 50% or more