PDM Dedicated 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. ESSENTIAL FUNCTIONS:
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 Seg PDMs, Sales Managers, Sales reps. 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 and Marine. 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. DIMENSIONS:
Financials
Sales: Exceed sales volume for assigned GC account tracked by Project Pipeline through the monthly/yearly Territory Income Statement BASIC REQUIREMENTS:
High School degree is required.
College degree preferred in related technical/business field. 5-10 years business or coatings industry experience preferred. 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. COMPETENCIES:
Managing Work (including Time Management) Negotiating Skills Building Customer Loyalty Building Positive Working Relationships Products, Market and Industry Knowledge Sales Ability WORK ENVIRONMENT:
General office environment Computer, telephone, and printer noise Exposure to industrial and plant environments Considerable travel situations TRAVEL
50%+
