Account Manager

The Account Manager executes sales strategies to grow market share through the development of relationships, close of new business, maintaining current customers, and effectively selling new Sherwin-Williams product technologies.

Performs comprehensive sales, market, and account management activities, with an emphasis on sales volume and customer growth. Responsibilities may include leading sales activities, implementing sales and related business strategies, servicing customer business, and developing relationships with site and upper management, including C-suite and company owners. The Account Manager should require little to no direction on complex accounts, working with multiple levels of customer management, and managing large regions or national territory with considerable complexity.

Demonstrates integrity, negotiation and influencing skills when gaining and maintaining customers.

Meet Financial Goals

• Develop sales and related business strategies for the territory, region, or product group and requires some management oversight; sales area is generally moderate in size and scope, has a reasonable sales volume, and typically includes multiple business segments.

• Consistently drive top-line sales to achieve territory, area, or regional financial goals

• Increase market share to maximize sales and profits

• Effectively understand and challenge competitor products and sales

• Track, monitor, and maintain sales growth on weekly, monthly, and/or yearly basis

• Achieve sales growth goals through current customers as well as through consistent development of new business

• Negotiate pricing to meet customer needs and team financial goals

• Analyze sales and market data to understand where to expand market share

Prospect and Develop New Customers

• Utilize the Sherwin-Williams Sales Process to develop plans to effectively understand and meet prospective customer needs

• Develop contacts and relationships with new and existing customers to sell products, introduce new or alternative product lines, and grow sales

• Conduct demonstrations/trials to promote or sell product to new customer

• Provide customer service when conducting customer calls/visits to gain new customers

• Conduct cold calls/visits to ensure prospective customer understands current and new product

Maintain Current Customers

• Utilize the Sherwin-Williams Sales Process to develop strategic plans to effectively understand and meet current customer needs

• Ensure retention of existing business by developing working relationships with site-management, including upper management, and performs related account management activities; utilizes technical service personnel to perform day to day account management activities when appropriate.

• Close customer deals in accordance with company policies and procedures

• Provide customer service when conducting customer calls/visits to maintain current customer relationships and ensure satisfaction

• Prioritize current customer calls/visits to ensure deals are closed

• Partner with Technical Services Representatives to troubleshoot customer complaints and concerns

• Build and maintain relationships with customers to gain trust and create positive view of the organization

Manage Time Effectively

Plan current and future sales strategies to aid in goal achievement

Effectively use the Customer Relationship Management (Salesforce.com) system to prepare for and schedule customer calls, meetings, follow-ups, etc.

Coordinate customer visits and sales efforts with team members to ensure sales are maximized

Schedule and plan for meetings with internal departments to understand product composition, features, and functionality (e.g. Marketing, R&D)

Respond to questions and concerns from customers, applies a working understanding of product lines and application methods, and ensures customer satisfaction; receives direction from other personnel on a limited basis.

Serve as a lead to technical service representatives or other staff to perform account maintenance activities, which includes prioritizing and assigning work and determining work direction

1. FORMAL EDUCATION:

Required: High School diploma or GED equivalent

Preferred: Bachelor's degree in Sales, Business disciplines, Science disciplines or Liberal Arts

1. KNOWLEDGE & EXPERIENCE:

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

Preferred: Five 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