Sales Manager, Project Development

The Project Development Manager's (PDM) role and responsibility will be to identify, prioritize, and secure Protective & Marine projects. It is critical these efforts begin in the early stages of the design phase of a project. Project development will be achieved through building effective relationships with asset owners and specifiers, advancing our specification position and ultimately overseeing the efforts to the point where the project is transitioned to the selling organization.

Additionally, proactive development of specifications and related activities with asset owners and specifiers should occur even when there are no projects in the design phase. This will be accomplished by engaging and influencing key decision makers including multiple levels of management and procurement.

PDM provides training and guidance to P&M Sales Representatives and customers regarding relevant coating solutions.

Project Development Managers are either (1) multi-segment providing solutions to a variety of market segments in a assigned geography or (2) specialized providing solutions to a specific market segment (Marine, Mining, Pharma, Oil & Gas and Bridge & Highway) or technologies (Fire Protection, Resinous Flooring). A high degree of domain knowledge relative to the market and products is required to effectively position value internally and externally.

POSITION ACCOUNTABILITIES:

PDM is measured by the following:

• Achieve established geographic area or market segment project sales and margin goals.
• Secure an assigned number of design phase projects annually.
• Attain new product sales goals.
• Achieve business plan goals for asset owners and specifiers.
• Achieve 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 technologies and new products.
• Gather and feed competitive intelligence within P&M key roles inclusive of Regional Market Segment Directors, Global Market Segment Directors and Project Development Director. Work with sales reps and Asset Protection Managers to drive sells.
• Work with engineers and architects to get SW on specs

Customer Development

• Development and successful implementation of established business plan.
• Engage directly asset owners and specifiers to identify, manage and secure key projects.
• Manage select design phase projects along the critical path and transition to the sales team to secure the sales on these projects.
• Obtain, understand and modify Opportunity Specifier firms' master specification to position Sherwin-Williams in a preferred specification position.
• Develop a preferred specification position within select owners' specifications by understanding their intended end results.
• Develop proposals and presentations to key customers.

Contributing to Team Success

• Drive the P&M specification & sales efforts through interaction with sales, strategic accounts, technical, manufacturing, marketing and other regions of the world including USCA, EMEA, Asia Pacific and Latin American Coatings Group.
• Act as a consultant/advisor on specifications.

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 thought leadership in the focus market(s) through research, articles, presentations and interviews.

Leadership

• Be actively involved in industry associations to endorse Sherwin-Williams as a coatings leader in protective and marine space.
• Effectively leverage resources to achieve results in a matrix organization.
• Track and report results and activities in order to bring in the sales organization at the appropriate time.

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

POSITION REQUIREMENTS

FORMAL EDUCATION:

Required:

1. High School Diploma or GED Equivalent

Preferred:

• Bachelor's Degree

KNOWLEDGE & EXPERIENCE:

Required:

• 5-10 years business or coatings industry experience
• Demonstrated proficiency in the field of corrosion protection.
• Excellent verbal and written communication skills required.
• Presentation skills
• Ability to converse with engineers and architects

Preferred:

• Previous sales and marketing experience

TRAVEL

• 50% or more