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Key Account Manager 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
$96,522.40 - $123,866.59 /year
Job Reference Code
84906774

Key Account Manager

About the Job

TERRITORY PLANNING & ACCOUNT ENGAGEMENT PLANNING

Build strong territory and account plans with multiple paths to success.

This includes:

Complete key customer Relationship Maps with clear engagement objectives

Identify both the Technical and Commercial actions required to deliver the plan, then lead the internal teams to execute on aligned priorities

Capture competitive intelligence and build a plan to deliver superior value to customers

NEW CUSTOMER ACQUISITION & GROW AT EXISTING ACCOUNTS

Advance new business opportunities through the selling cycle, and document progress in CRM.

This includes:

Develop a quantified value proposition that respond to customer's top priorities and differentiates Sherwin-Williams from other coatings suppliers.

Establish clear product performance and service expectations that are agreed upon by both the customer and key internal stakeholders.

Agree internally on commercial terms and present that proposal to business leaders using financial proformas that reflect all requested investment and key commercial terms, including pricing.

Present target proposals in a compelling way that address all customer stakeholder's needs

Negotiate then reach a mutually beneficial relationship and secure new business as agreed upon with leadership.

If requested by the customer and agreed upon internally, capture the negotiated agreement in a contract and ensure that it received full internal approval prior to customer execution

Organize cross-functional internal teams to smoothly onboard the customer

STRENGTHEN CUSTOMER LOYALTY

Strengthen existing customers relationships and loyalty through the following work:

Identify "value selling" opportunities to create growth and efficiency in our customers' operations and communicate these internally in a compelling way to both operations teams and senior management.

Monitor the on-going relationship formally through Periodic Business Reviews that engage appropriate cross-functional customer and internal stakeholders to identify opportunities to strengthen our customer value proposition.

Monitor the on-going relationship informally through regular touchpoints with all key stakeholders. Ensure that there is a Stakeholder Engagement Plan that connects the internal account support team with the appropriate customer contacts.

Lead internal Account Reviews to ensure that the internal account team is positioned to provide value-added support to the customer.

Manage risks and issues that may arise by stabilizing the customer and ensuring that a corrective action is completed.

Execute pricing action as needed to respond to changing economic conditions.

POSITION REQUIREMENTS

FORMAL EDUCATION:

Required:

High School Diploma or equivalent

Preferred:

Bachelor's Degree in Science, Math, Economics, Engineering

Bachelor's Degree in Business related field

KNOWLEDGE & EXPERIENCE:

Required:

Prior Sales Experience

Preferred:

Experience selling technical products, e.g. coatings, chemicals, equipment.

Experience managing large complex customer relationships

Project Management experience

Lean Six Sigma experience

TECHNICAL/SKILL REQUIREMENTS:

Required:

Strong Communication and Interpersonal Skill

Microsoft Office Suite, including building succinct, compelling PowerPoint presentations

Travel Management software and Expense Reporting

Ability to read and interpret financial reports, particularly Income Statements

Preferred:

Coatings Industry knowledge

Building financial business cases and documenting in pro formas

Experience navigating financial reporting software and analyzing financial performance

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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