Sales Manager, Project Development

The Project Development Manager - Construction Solutions Executive - Dedicated HPF role and responsibility will be to identify, prioritize, and secure relationships with

• General Contractors
• Engineers, and Large owner/stakeholders that build High Value Infrastructure, Stadiums, and large
• Manufacturing and Processing space that include High performance flooring. It is critical these efforts are
• executed throughout the lifecycle of the project. Build effective relationships with General Contractors by
• advancing process innovations aligned with our coating systems. Ultimately overseeing the process of
• transitioning the project to the selling organization.
• Additionally, proactive development of and relationship building with the above listed stakeholders in this
• space should occur even when there are no projects identified. This will be accomplished by engaging and influencing key decision-makers including multiple levels of management and procurement.

The Construction Solutions Executive Dedicated role provides documentation and guidance to the P&M

• Sales organization and General Contractors regarding relevant process innovations associated with the construction solutions process.

Dedicated PDMs are

• providing value-added services to General Contactors with a global footprint and (2) providing solutions to specific market segments associated with (3) coating technologies (Resinous Flooring) while creating alignment (4) for cross-selling and messaging leads for the full portfolio of products. A high degree of domain knowledge relative to construction management and professional
• services delivery is required to effectively position value internally and externally.

POSITION ACCOUNTABILITIES:

• PDM Dedicated Construction Solutions Executive - Resinous flooring role is measured by the following:
• Achieves established market segment project sales and margin goals.
• Secures an assigned number of mega projects annually.
• Achieves business plan goals for GCs.

• Manage budgeted travel and expense within company guidelines in achieving the above results.

Strategy

* Drive differentiation and competitive advantage through the introduction of new processes associated with key coating systems.

* Gather and feed competitive intelligence within P&M key roles inclusive of the Director of Sales Project Development, Vice President of Sales/Marketing, Regional Market Segment Directors, and Global Market Segment Directors.Customer Development

* Development and successful implementation of established business plan.

* Engage General Contractors directly to identify, manage and secure key projects.

* Manage select Mega Projects along the critical path and timely transition to the sales team to secure sales for these projects.

* Obtain, understand, and modify General Contractor Master Supply Agreements to position Sherwin-Williams as a preferred coating partner.

* Develop a preferred partner position within select General Contractors by understanding the relationship of how our coatings and services impact their financial goals.

* Develop proposals, presentations, and contracts to key customers.

Contributing to Team Success

* Drive the P&M Mega project success through collaboration across all business units within USCA including KAMs, BDMs, Multi Segmented PDMs, Sales Managers, HPF Dedicated Sales reps and Multi Segmented Sales reps where deemed appropriate.

* Act as a consultant/advisor for GC and Construction interactions Products

* Effectively articulate the Sherwin-Williams product offering and value propositions to target customers.

* Actively promote the introduction of new products to Sherwin-Williams target customers.

Communications

* Deliver effective market and product training to internal and external customers.

* Ensure that roles, responsibilities, and deliverables are aligned with the construction process.

* Manage effective transitions and relationships between internal and external stakeholders

Leadership

* Be actively involved in industry associations to endorse Sherwin-Williams as a coatings leader in Protective, Marine, & High Performance Flooring.

* Effectively leverage resources to achieve results in a matrix organization.

* Track and report results and activities in order to include the sales organization at the appropriate time.

KNOWLEDGE & EXPERIENCE:

Required:

• 10 years business or coatings industry experience
• Previous sales and/or marketing experience in business to business preferred.
• Demonstrated proficiency in the field of corrosion protection. Excellent verbal and written communication skills required.