Key Account Manager -Industrial Wood Division

Meet or exceed annual territory budget for volume (gallons), revenue and margin contribution by engaging in these core activities.

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.

Required Dimensions

• Non Union Facilities
• Geographic Regions Supported:  US, CA, MEX

Additional Dimensions

• $6-15M Typical Territory Size
• 10-25 Buying Accounts
• Sales & Profit Responsibility
• Full Industrial Wood Product Line
• Typically serviced out of multiple facilities
• Often a multi-state geography