Key Account Manager

Company: The Sherwin-Williams Company
Location: Cleveland
Posted on: May 8, 2025

Job Description:

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
          
          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:
              
              • 
                
              • 3+ years 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%
                        
                        

Keywords: The Sherwin-Williams Company, Cleveland , Key Account Manager, Executive , Cleveland, Ohio