Sales Manager- Strategic Accounts

Sherwin-Williams; Houston (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

Sherwin-Williams is seeking an Area Sales Manager for Strategic Account Managers to drive growth within the Energy Segment. You will lead segment sales teams, develop key customer relationships, and align strategies with corporate goals while coaching teams to win with value selling.

Expect significant travel and cross-functional collaboration across the organization. The role offers leadership opportunities, market visibility, and the chance to influence major contracts, pricing strategies, and

Qualifications

• Seven years of progressive sales experience, including experience managing people.
• Must be legally authorized to work in the United States without sponsorship now or in the future.
• Must have a valid, unrestricted Driver’s License.
• Willingness to travel up to 50-70% domestically with overnight stays.

Responsibilities

• Lead segment-focused sales teams and activities for the assigned segment.
• Drive growth through net new business in the focused segments.
• Coach the team on value selling with current customers through account plans and differentiated propositions.
• Develop strong relationships with major customers.
• Collaborate with Marketing Segment Directors to drive profitable growth.

Skills

Sales leadership

Strategic selling

People management

Communication skills

Contract negotiation

Value selling

Market intelligence

Education

Associate or Trade degree in Engineering

Bachelor's degree in Science/Engineering/Metallurgical fields

Job description

Job Description

The Area Sales Manager for Strategic Account Managers will be responsible for leading sales development and growth within the focused Energy Segment. The candidate should have the ability to maximize commercial sales volume within the assigned segments and will have the unique opportunity to lead segment growth now and into the future. This individual will provide strategic vision to field management and ensure alignment with overarching group goals and objectives. The role will lead new business efforts and maintain relationships with key accounts within the segments. The successful candidate will exhibit strong financial acumen and will facilitate cross functional collaboration throughout the entire organization to address opportunities in the field, delivering accountability and ownership. The successful candidate should expect that with demonstrated leadership and successful execution in the role over time there would be growth opportunities within the company with expanded responsibilities in sales

Responsibilities

• Manage and lead Segment focused sales teams and activities for assigned segment.
• Drive growth thru net new business in the focused segments
• Lead from the front, coaching the team on value selling with current customers thru thorough account plans, and developing quantified differentiation demonstrated thru value propositions.
• Develop strong relationships with major customers
• Positively lead and influence team members to partner together to achieve individual and business goals
• Attract, retain and develop high potential talent to drive growth
• Responsible for clear, focused leadership to further reduce the barriers to delivering competitive advantage via global size and scale.
• Play personal role in negotiation of major contracts
• Develop comprehensive understanding of competitive environment, understand products, technology and competitive environment and understand differentiation to create and communicate SW’s value proposition.
• Coordinate team efforts, create and manage a global strategy and team operating plan.
• Collaborate with Marketing Segment Directors in leading profitable growth within strategic market areas.
• Review and approve sales and related business strategies for the region.
• Manage relationships with customers, and ensure financial and operational goals are met.
• Manage the development of customers and contacts by profiling and targeting market segments, attending industry and trade shows, and networking within the industry and business segments.
• Drive the implementation of sales and related business strategies by approving plans, overseeing implementation, and coordinating activities within the region or large area.
• Lead the growth and maintenance of sales by ensuring the effective allocation of sales, technical service, and related personnel for potential, new and existing customers.
• Steer the retention of existing business by ensuring relationships are developed with all levels of site management, monitoring overall customer satisfaction, and performing contract administration.
• Respond to questions and concerns from customers, apply a thorough understanding of product lines and related application methods, and ensure customer satisfaction; provide direction to other personnel when required.
• Perform high-level sales activities, such as giving presentations, following-up on contacts and sales actions, and performing similar sales duties for high profile or essential accounts.
• Maximize profitability in the focused segments through detailed analysis of key factors to improve margin - e.g. freight, inventories, accounts receivable, product rationalization, etc.)This includes successful, necessary implementation of price increases.
• Gather market intelligence from the field relative to competitive activity, business activity, and reporting back to the appropriate SW personnel.
• Lead focused segment sales team to include hiring, training, evaluating performance, providing compensation recommendations, and determining disciplinary actions when necessary

Minimum Requirements

• Must be at least eighteen (18) years of age
• Must be legally authorized to work in the country of employment without needing sponsorship for employment work visa status now or in the future
• Must have a valid, unrestricted Driver’s License
• Must be willing to work all scheduled hours, which may include evenings and weekends, with or without reasonable accommodation
• Must have a High School or GED equivalent
• Must have seven (7) years of progressive sales experience, including experience managing people
• Must have excellent sales leadership, experienced in developing and implement sales strategies, ability to motivate and inspire others to achieve business objectives
• Must have excellent communication skills, with the ability to present proposals and information to all organization levels.
• Must be able to think strategically and creatively with regards to complex selling situations.Must be able to define and sell the concept of value and supply partnerships as opposed to price.
• Must possess excellent project management abilities to ensure proper definition of sales opportunities with specific requirements and timeliness to ensure success.
• Must have experience working well with all levels of management and familiar with working in a matrix organization.
• Must be able to travel Up to 50-70% Domestic Overnight Travel.

Preferred Qualifications

• Have an associate or Trade degree in Engineering or Field Technician area.
• Have a bachelor degree in Science, Engineering or Metallurgical fields.
• Have a chemical or Organic engineering field is preferred.
• Have successful Coatings and relative industry experience with growth and value selling orientation is preferable.
• Have the ability to identify specific metal and plastic coatings users, knowledge of liquid and powder coatings used in this marketplace, and applications of these coatings as well as surface preparation used on these substrates.

About Us

At Sherwin-Williams, our purpose is to inspire and improve the world by coloring and protecting what matters. Our paints, coatings and innovative solutions make the places and spaces in our world brighter and stronger. Your skills, talent, and passion make it possible to live this purpose, and for customers and our business to achieve great results. Sherwin-Williams is a place that takes its stability, growth and momentum and translates it to possibility for our people. Our people are behind the strength of our success, and we invest and support you in:

Life ... with rewards, benefits and the flexibility to enhance your health and well-being

Career ... with opportunities to learn, develop new skills and grow your contribution

Connection ... with an inclusive team and commitment to our own and broader communities

It's all here for you... let's Create Your Possible

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/.

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.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable federal, state, and local laws including with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act where applicable.

Sherwin-Williams is proud to be an Equal Employment Opportunity employer. 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.

Please be aware, Sherwin-Williams recruiting team members will never request a candidate to provide a payment, ask for financial information, or sensitive personal information like national identification numbers, date of birth, or bank account numbers during the application process.