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Job Descrption

The Key Account Manager _ High Performance Flooring role is fully accountable for managing the account relationship and profit & loss 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 Key Account Manager level:

• Normally large in annual sales dollar volume ($2MM+) warranting a significant and focused account management resource investment
• Require coatings / flooring solutions at multiple locations (may be multiple countries but not multiple regions or global), and multiple accounts associated with national groups. 
• Require one or more coatings / flooring technology applications (liquid, powder, e-coat); highly customized coatings solutions based on deep insight into the customer’s segment and business challenges.
• Require a more complex and challenging qualification/buying decision process.
• Require several levels of decision approval up to and including C-suite
• Seeks to initiate and develop 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 the Key Account Manager – HPF is accountable at a macro-level, the role is also accountable for coordinating/providing direction for multi-site account management activity conducted by area/territory commercial sales and technical service representatives.  The Key Account Manager works in cooperation and conjunction with the sales and technical service teams in order to successfully service their accounts.

• More specifically the role is accountable for the following: 
• Full account P&L responsibility measured against annual financial targets
• Working with Marketing, Finance and Pricing, develops and implements pricing strategy and increases at the accounts 
• Deliver established annual sales and market share growth; successfully grow new technology application needs due to value added “solutions consultant” relationship with customer
• Develop and execute on go-to market sales strategy to grow the business; act as ultimate decision-maker on accounts
• Gain and leverage knowledge on competitive positioning, pricing and purchasing strategy; ensure company is positioned correctly against the competition.
• Position company strengths of technology, quality, speed and technical service so perceived by customer as a valuable differentiator from the competition.
• Effectively and cooperatively utilize/leverage all division level and local territory resources: sales, technical service, marketing and technology to meet/exceed customer expectations and achieve long-term sales/market growth; requires overseeing activity at multiple locations across multiple technologies. 
• Coordinate with area/territory sales management to secure business at major account sub-contractors. 
• Cultivate and maintain deep business partner relationships with critical/high-level account decision makers in order to meet/exceed customer expectations and gain additional market share opportunity
• Actively sell across multiple levels of the customer organization adjusting message to the audience.
• Ensure customer questions and issues are resolved and pro-active solutions are in place; carry voice of customer within the GI organization and ensure customer needs are met now and in the future.
• Fully understand strengths and weaknesses of all servicing facilities and communicate ensure that commitments made to the customers are within facilities capabilities and determine solutions where this is not possible.
• Handle critical/high-level customer complaints within the lines of authority and manage process to resolution; responsible for all account inventory flow through and carrying costs.

FORMAL EDUCATION: 

• Bachelor level education required; preferably in sales leadership, business management, sciences, engineering or liberal arts.

KNOWLEDGE & EXPERIENCE:

• Five or more years selling experience either in the Floor coatings or adjacent B2B industries required. 
• General industrial coatings and resinous flooring or some other B2B coatings segment selling strongly preferred.
• Experience with complex selling cycle experience strongly preferred; ability to think strategically and creatively with regards to complex selling situations.
• Exhibits strong business acumen and skill set.
• Ability and experience collaborating with high-level decision makers. 
• Significant ability to move initiatives and customer servicing needs forward within our organization as well as the customers’ organization and across multiple internal functions. 
• Exhibited ability to work cooperatively across all functions within the organization and successfully influence and persuade fellow employees to take action versus depending on position authority.
• Ability to communicate assertively, effectively and credibly across multiple levels of the organization; ability to present proposals with confidence.
• Ability to travel upon demand or customer need along with pro-active scheduling at least 50% of the time. 
• Exhibit excellent interpersonal skills and ability to build strong relations across a wide range of organizations and cultures
• Proficiency in MS Office (Word, Excel, Power Point), CRM (Salesforce preferred), etc.

TRAVEL:

• 50%

 

 

Here, we believe there’s not one path to success, we believe in careers that grow with you. Whoever you are or wherever you come from in the world, there’s a place for you at Sherwin-Williams. We provide you with the opportunity to explore your curiosity and drive us forward. Sherwin-Williams values the unique talents and abilities from all backgrounds and characteristics. All qualified individuals are encouraged to apply, including individuals with disabilities and Protected Veterans. We’ll give you the space to share your strengths and we want you show us what you can do. You can innovate, grow and discover in a place where you can thrive and Let Your Colors Show! 
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. A general description of benefits offered can be found at http://www.myswbenefits.com/. Click on “Candidates” to view benefit offerings that you may be eligible for if you are hired as a Sherwin-Williams employee.
Compensation decisions are dependent on the facts and circumstances of each case and will impact where actual compensation may fall within the stated wage range. The wage range listed for this role takes into account the wide range of factors considered in making compensation decisions including skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
The wage range, other compensation, and benefits information listed is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.
Sherwin-Williams is proud to be an Equal Employment Opportunity/Affirmative Action employer committed to an inclusive and diverse workplace. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract.
As a VEVRAA Federal Contractor, Sherwin-Williams requests state and local employment services delivery systems to provide priority referral of Protected Veterans.

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