The Sherwin-Williams Company
Sales- Account Manager
The Sherwin-Williams Company, Minneapolis, Minnesota, United States, 55400
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 GoalsDevelop 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 goalsIncrease market share to maximize sales and profitsEffectively understand and challenge competitor products and salesTrack, monitor, and maintain sales growth on weekly, monthly, and/or yearly basisAchieve sales growth goals through current customers as well as through consistent development of new businessNegotiate pricing to meet customer needs and team financial goalsAnalyze sales and market data to understand where to expand market shareProspect and Develop New CustomersUtilize the Sherwin-Williams Sales Process to develop plans to effectively understand and meet prospective customer needsDevelop contacts and relationships with new and existing customers to sell products, introduce new or alternative product lines, and grow salesConduct demonstrations/trials to promote or sell product to new customerProvide customer service when conducting customer calls/visits to gain new customersConduct cold calls/visits to ensure prospective customer understands current and new productMaintain Current CustomersUtilize the Sherwin-Williams Sales Process to develop strategic plans to effectively understand and meet current customer needsEnsure 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 proceduresProvide customer service when conducting customer calls/visits to maintain current customer relationships and ensure satisfactionPrioritize current customer calls/visits to ensure deals are closedPartner with Technical Services Representatives to troubleshoot customer complaints and concernsBuild and maintain relationships with customers to gain trust and create positive view of the organizationManage Time EffectivelyPlan current and future sales strategies to aid in goal achievementEffectively 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 maximizedSchedule 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.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:High School diploma or GED equivalentPreferred:Bachelor's degree in Sales, Business disciplines, Science disciplines or Liberal ArtsKNOWLEDGE & EXPERIENCE:Required:Eight or more years of B2B industrial environment product/service sales experiencePreferred:Five or more years of direct or adjacent industry sales experienceIndustrial coatings product and application familiarityBackground in technology, technical service and/or customer serviceTECHNICAL/SKILL REQUIREMENTS/PERSONAL ATTRIBUTESEffective written and verbal communication with team members and customersEstablishing and maintaining organization of schedules, meetings, time sheets, and resourcesCustomer orientationDiplomatic attitudeInfluencing customersNegotiating with customersHonesty/integrityAdaptability/flexibilityOpen-mindedness, willingness to accept change and new ideasDecision-makingSelf-motivation to work independently (with minimal supervision)Problem-solving to address issues or concerns in a logical mannerTime management (prioritizing urgent matters)Maintaining positive attitude, especially in the face of challengesPersonal accountabilityTRAVEL REQUIREMENTS:50%
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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 GoalsDevelop 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 goalsIncrease market share to maximize sales and profitsEffectively understand and challenge competitor products and salesTrack, monitor, and maintain sales growth on weekly, monthly, and/or yearly basisAchieve sales growth goals through current customers as well as through consistent development of new businessNegotiate pricing to meet customer needs and team financial goalsAnalyze sales and market data to understand where to expand market shareProspect and Develop New CustomersUtilize the Sherwin-Williams Sales Process to develop plans to effectively understand and meet prospective customer needsDevelop contacts and relationships with new and existing customers to sell products, introduce new or alternative product lines, and grow salesConduct demonstrations/trials to promote or sell product to new customerProvide customer service when conducting customer calls/visits to gain new customersConduct cold calls/visits to ensure prospective customer understands current and new productMaintain Current CustomersUtilize the Sherwin-Williams Sales Process to develop strategic plans to effectively understand and meet current customer needsEnsure 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 proceduresProvide customer service when conducting customer calls/visits to maintain current customer relationships and ensure satisfactionPrioritize current customer calls/visits to ensure deals are closedPartner with Technical Services Representatives to troubleshoot customer complaints and concernsBuild and maintain relationships with customers to gain trust and create positive view of the organizationManage Time EffectivelyPlan current and future sales strategies to aid in goal achievementEffectively 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 maximizedSchedule 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.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:High School diploma or GED equivalentPreferred:Bachelor's degree in Sales, Business disciplines, Science disciplines or Liberal ArtsKNOWLEDGE & EXPERIENCE:Required:Eight or more years of B2B industrial environment product/service sales experiencePreferred:Five or more years of direct or adjacent industry sales experienceIndustrial coatings product and application familiarityBackground in technology, technical service and/or customer serviceTECHNICAL/SKILL REQUIREMENTS/PERSONAL ATTRIBUTESEffective written and verbal communication with team members and customersEstablishing and maintaining organization of schedules, meetings, time sheets, and resourcesCustomer orientationDiplomatic attitudeInfluencing customersNegotiating with customersHonesty/integrityAdaptability/flexibilityOpen-mindedness, willingness to accept change and new ideasDecision-makingSelf-motivation to work independently (with minimal supervision)Problem-solving to address issues or concerns in a logical mannerTime management (prioritizing urgent matters)Maintaining positive attitude, especially in the face of challengesPersonal accountabilityTRAVEL REQUIREMENTS:50%
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