SALES - Enterprise Account Executive

Essential Duties:

• Develop and execute a Territory Strategic Plan. Make revisions and updates as necessary to achieve specification and market share growth
• Develop strategy to enhance or increase specifications by key, opportunity, and existing firms. This includes identifying product categories where our products are not specified.
• Drives specifications within CSI divisions 3, 5, 6, 7 and 9 that leverage Sherwin-Williams' competitive advantages
• Work with architects, engineers, specification writers, and designers to illustrate SW's strengths and competitor weaknesses.
• Educate the architectural community and internal personnel on proper ways to specify within reference standards and building rating systems.
• Support internal collaborators where applicable on projects specified with reference standards and building rating systems.
• Maintain disciplined pre-call planning to ensure time is maximized and the territory plan is being executed.
• Provide product/technical information to support customers' specification requirements.
• Identify potential opportunities/issues and work with internal collaborators to support positive outcome.
• Identify ways to deepen the business relationship with customers.
• Present CEU and branded presentations to target Architectural, Engineering, Construction (AEC) firms.
• Provide large project tracking updates as well as input changes directly into the SW's CRM.
• Identify, provide, and track sales leads via SW's CRM as appropriate.
• Establish detailed understanding of the design process within the architectural community and work with SW marketing team to position SW accordingly.
• Maintain membership and active participation in key professional organizations such as AIA, CSI, and other related organizations.
• Execute competitive product comparisons and identify current competitors' strengths and weaknesses and SW's competitive advantage.

Core Competencies:

• Applicant needs to be a results-oriented self-starter.
• Applicant needs to display a high level of product knowledge in architectural, industrial (including high-performance coatings, high-performance flooring, intumescent coatings), factory applied metal coatings (coil, extrusion, powder), fluid applied roofing, joint sealants, and associated product lines.
• Applicant needs to have better than general understanding of the construction processes.
• Applicant must have strong presentation skills.
• Applicant must be knowledgeable and proficient with computer programs such as the Microsoft Suite of tools and possesses excellent computer skills.

Interpersonal Skills:

• Develops positive relationships with others to better accomplish work goals.
• Effectively builds personal relationships with customers to support their business.
• Clearly conveys information and ideas to others in a manner that helps them understand and retain the message.
• Uses appropriate interpersonal, communication and organizational skills to execute the sales plan to grow share.
• Presents proposals effectively to individuals or groups; delivers presentations suited to the characteristics and needs of the Architectural, Engineering, Construction (AEC) community.
• Effectively reaches mutually satisfactory solutions from negotiations that strengthen business relationships.

Leadership Skills:

• Ability to lead individuals or groups to help them move toward action and improvement.
• Take leadership role in providing detailed specification recommendations to the Architectural, Engineering, Construction (AEC) community and all internal personnel.

Business/Management Skills:

• Makes good decisions; effectively chooses a course of action to address issues that are consistent with available facts and constraints.
• Effectively manages time and resources to ensure work is completed efficiently and performance goals are met.
• Possesses a mastery of relevant product knowledge, marketplace dynamics, and trends in the coatings industry.

Professional Qualities:

• Sets high standards of performance for self and others; assumes responsibility for individual performance and results.
• Maintains effectiveness when experiencing changes in work and adjusts effectively to new work processes, situations, and requirements.

Additional Duties:

• Complete expense reports on Concur on a timely basis.
• Assist sale representatives in the resolution of customer complaints where specification issues may be the cause.
• Assist in the development and presentation of division training programs such as at the national sales meeting.
• Other duties as assigned.

Job duties involve contact with customers, which may include minors; and access to cash and other payment methods, electronic equipment, personal information, store merchandise and 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 customers, staff, employees, vendors, contractors, and the general public.

Requirements:

• High school education or equivalent required. Prefer bachelor's degree in a business-related field.
• Experience as PSG Commercial Sales Representative or PCG Protective & Marine, Coil, General Industrial, and/or Industrial Wood preferred, or suitable non-Sherwin Williams experience.
• Ability to work all scheduled hours as needed.
• Employee must have a valid driver's license.
• If international travel is required, employee must have a valid passport.
• If usage of employee's owns vehicle is required, employee must obtain appropriate insurance as defined by Corporate Policy.