Key Account Manager

TERRITORY PLANNING & ACCOUNT ENGAGEMENT PLANNING

Build strong territory and account plans with multiple paths to success.

This includes:

• 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.

This includes:

• Develop a quantified value proposition that respond 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.

• Present target proposals in a compelling way that address all customer stakeholder's needs

• 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

• Strengthen existing customers relationships and loyalty through the following work:

• 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.

FORMAL EDUCATION:

Required:

• High School Diploma or equivalent

Preferred:

• Bachelor's Degree in Science, Math, Economics, Engineering

• Bachelor's Degree in Business related field

KNOWLEDGE & EXPERIENCE:

Required:

• Prior Sales Experience

Preferred:

• Experience selling technical products, e.g. coatings, chemicals, equipment.

• Experience managing large complex customer relationships

• Project Management experience

• Lean Six Sigma experience