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Sales Excellence Director, Automotive Finishes Division Job in Cleveland, Ohio US
Monster
 
 
 
 

Job Summary

Company
The Sherwin-Williams Company
Location
Cleveland, OH
Industries
Government and Military
Job Type
Full Time
Employee
Years of Experience
Less than 1 Year
Salary
$127,323.56 - $165,528.99 /year
Job Reference Code
83321005

Sales Excellence Director, Automotive Finishes Division

About the Job

The Automotive Sales Excellence Director is responsible for establishing and setting the strategic vision of sales effectiveness for the Automotive Finishes Division. This individual will take a proactive approach in developing and implementing learning to upskill the Automotive workforce. This leader will also shape the strategy, governance, and support execution of the Salesforce.com CRM platform and integrated LMS and selling tools.

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.

Sales Team Metrics:


Connect with the V.P. Sales, North America to determine metrics relevant to sales growth including sales call volume, closed/won sales, lost customers, silent walkers, Sales Frequency reporting among others.
Communicate relevant sales metrics to Region Sales Directors and Area Sales Managers along with the tools for measurement - Sales Frequency Report, Install Report, CRM Dashboards
Monitor lead and lag measures and report those regularly to sales leadership

Business Planning


Create and update Business Planning tools outlining relevant existing & at-risk business along with opportunities:

Sales Territory Business Plan spreadsheet
Area Sales Manager Business Plan Roll-up
Sales Director Region Business Plan Roll-up

Create and communicate the schedule for Business Plan completion (annual) and update (quarterly)
Attend and participate in Area Business Plan presentation meetings

Learning and Development:


Collaborate with PCG Learning & Development team, AFD HR Director, and AFD Director of Training to create and deliver impactful learning experiences for Sales Representatives, Sales Managers, Branch Managers, Assistant Branch Managers and Technical Representatives. Training experiences and programs include:

Sales Reps

Onboarding
Foundations of Selling
Value Selling
Advanced Negotiations

Branch Staff

Branch Fundamentals 1 & 2

Area & Other Sales Managers

Professional Fundamentals

Tech Reps

New training TBD

Create and manage the framework for training experiences from onboarding through seasoned sales rep status.
Regular review and update of training content
Present and facilitate sales training

Foundations of Selling
Value Selling
Professional Fundamentals

Create digital training in a digital Learning Management Program (currently MindTickle)

Sales Manager Development:


Plan regular field work (~6x+ per year) to connect with Sales Directors, Area Sales Managers, Sales Representatives, Tech Reps and Branch Staff. Gain insights on market conditions, changes, customer needs, training and tools needed for support.

Designate time specifically for connecting with ASMs on these visits to focus on their needs and development.

Lead the ongoing update and development of Sales Manager training. Connect with Corporate and PCG L&OD staff to illustrate a clear development path for sales managers

Professional Fundamentals

Maintain and update content
Create digital content for consumption on-demand

Provide tools needed to support Sales Manager effectiveness

Coaching tools in Learn
Sales Training reinforcement
Tools to support ride-along visits with Sales Reps

Customer Relationship Management (CRM)


Lead CRM Manager in maintenance and improvement of current CRM platform (Salesforce.com)
Identify needs for new dashboards, reports and campaigns in CRM
Collaborate with CRM manager for the development and implementation of new functionality

Pitch
Learn
Coaching

Represent the Automotive Division in the Customization and implementation of a new CRM Platform (Microsoft Dynamics).

Maintain regular communications with CRM Manager and PCG CRM team
Identify needed functionality for Automotive Finishes
Consider implications of A.I. for this platform and available insights from it
Lead the change management process from the old to the new platform (Q3-Q4 2025)
Create functionality that will maximize user adoption
Ensure sales reporting systems connect to provide accurate sales data

Marketing Collaboration


Connect with Marketing leaders to understand and collaborate on Marketing Programs and initiatives. Connect Marketers with Sales Ex programs and initiatives:

Segment growth initiatives
New Product launches
Channel Opportunities
Sales Communications
Lead Generation

Executive Connections


Plan and hold monthly executive updates on all Sales Excellence initiatives
Present past and current sales metrics connected to sales results
Prioritize Sales Ex. Projects

Other:


Connect with Marketing and Sales Staff on the specific needs of segments served:

Dealership, Commercial Vehicle Refinish, Independent Shop, MSO and Distributors

Present breakout content at the National Sales Meeting
Collaborate regularly with global counterparts to keep Sales Excellence initiatives consistent across geographies and accelerate global sales growth.

EMEAI
LATAM
APAC

Support pricing adjustments with collateral (PowerPoint presentations, PDFs, Industry Statistics etc.) and training to maximize pricing effectiveness
Plan selling events - Lead campaigns, Sales Blitz etc. to support changing market conditions
All other duties as assigned

FORMAL EDUCATION:

Required:


High School Diploma or equivalent

Preferred:


Bachelors Degree (preferably in business or the learning space)

KNOWLEDGE & EXPERIENCE:

Required:


Sales and account management or marketing experience
Training and development experience
Sales Excellence programs and implementations

Preferred:


Project Management

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

50%

Sherwin-Williams is proud to be an Affirmative Action, Equal Employment Opportunity, Inclusion and Diversity Supportive Employer. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identify, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract.

VEVRAA Federal Contractor requesting priority referral of protected veterans.
 
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