Business Development Manager - Ecoat

Customer Identification / Acquisition

Together with the segment manager, regional sales and SAM organization(s); identify and prioritize a pipeline of new business across all electrocoat platforms that deliver 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 electrocoat opportunities, and support/leadership of the regional sales teams that are in the lead position to capitalize on the pipeline.

Together with segment and product management, drive specification and approval of Sherwin-Williams products in order to enable sales execution.

Coordinate tank load information and planning with the region segment manager, lab, and application engineers.

Lead the development of discovery questions, value proposals, sales proposals and presentations to key customers.

When appropriate, lead the contract negotiation and execution process for newly acquired customers.

Be an advocate of value proposition selling.

Strategy

With marketing (global and regional), as well as segment and regional leadership, participate in building the business plan for the focus segment with focus on Global OEM brands and the NA geography, 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 associations and trade shows in cooperation with segment management

With marketing, drive product and industry training across the sales team to improve our call effectiveness at the "boots on the ground" level.

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company's staff, employees, and business relationships

FORMAL EDUCATION:

Required:

• College degree

KNOWLEDGE & EXPERIENCE:

Required:

• 5 years industrial sales and/or marketing experience

Preferred:

• Industrial coatings industry sales and/or marketing experience
• Specific segment sales experience
• 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:

• 50%