Sales Manager- Strategic Accounts

The Area Sales Manager for Strategic Account Managers will be responsible for leading sales development and growth within the focused Energy Segment. The candidate should have the ability to maximize commercial sales volume within the assigned segments and will have the unique opportunity to lead segment growth now and into the future. This individual will provide strategic vision to field management and ensure alignment with overarching group goals and objectives. The role will lead new business efforts and maintain relationships with key accounts within the segments. The successful candidate will exhibit strong financial acumen and will facilitate cross functional collaboration throughout the entire organization to address opportunities in the field, delivering accountability and ownership. The successful candidate should expect that with demonstrated leadership and successful execution in the role over time there would be growth opportunities within the company with expanded responsibilities in sales

CORE RESPONSIBILITIES AND TASKS

• Manage and lead Segment focused sales teams and activities for assigned segment.
• Drive growth thru net new business in the focused segments
• Lead from the front, coaching the team on value selling with current customers thru thorough account plans, and developing quantified differentiation demonstrated thru value propositions.
• Develop strong relationships with major customers
• Positively lead and influence team members to partner together to achieve individual and business goals
• Attract, retain and develop high potential talent to drive growth
• Responsible for clear, focused leadership to further reduce the barriers to delivering competitive advantage via global size and scale.
• Play personal role in negotiation of major contracts
• Develop comprehensive understanding of competitive environment, understand products, technology and competitive environment and understand differentiation to create and communicate SW's value proposition.
• Coordinate team efforts, create and manage a global strategy and team operating plan.
• Collaborate with Marketing Segment Directors in leading profitable growth within strategic market areas.
• Review and approve sales and related business strategies for the region.
• Manage relationships with customers, and ensure financial and operational goals are met.
• Manage the development of customers and contacts by profiling and targeting market segments, attending industry and trade shows, and networking within the industry and business segments.
• Drive the implementation of sales and related business strategies by approving plans, overseeing implementation, and coordinating activities within the region or large area.
• Lead the growth and maintenance of sales by ensuring the effective allocation of sales, technical service, and related personnel for potential, new and existing customers.
• Steer the retention of existing business by ensuring relationships are developed with all levels of site management, monitoring overall customer satisfaction, and performing contract administration.
• Respond to questions and concerns from customers, apply a thorough understanding of product lines and related application methods, and ensure customer satisfaction; provide direction to other personnel when required.
• Perform high-level sales activities, such as giving presentations, following-up on contacts and sales actions, and performing similar sales duties for high profile or essential accounts.
• Maximize profitability in the focused segments through detailed analysis of key factors to improve margin - e.g. freight, inventories, accounts receivable, product rationalization, etc.) This includes successful, necessary implementation of price increases.
• Gather market intelligence from the field relative to competitive activity, business activity, and reporting back to the appropriate SW personnel.
• Lead focused segment sales team to include hiring, training, evaluating performance, providing compensation recommendations, and determining disciplinary actions when necessary

Minimum Requirements:

• Must have a Bachelor's degree
• Must have seven (7) years of progressive sales experience, including experience managing people
• Must have excellent sales leadership, experienced in developing and implement sales strategies, ability to motivate and inspire others to achieve business objectives
• Must have excellent communication skills, with the ability to present proposals and information to all organization levels.
• Must be able to think strategically and creatively with regards to complex selling situations. Must be able to define and sell the concept of value and supply partnerships as opposed to price.
• Must possess excellent project management abilities to ensure proper definition of sales opportunities with specific requirements and timeliness to ensure success.
• Must have experience working well with all levels of management and familiar with working in a matrix organization.
• Must be able to travel Up to 50-70% Domestic Overnight Travel.

Preferred Qualification:

• Have a chemical or Organic engineering field is preferred.
• Have successful Coatings and relative industry experience with growth and value selling orientation is preferable.
• Have the ability to identify specific metal and plastic coatings users, knowledge of liquid and powder coatings used in this marketplace, and applications of these coatings as well as surface preparation used on these substrates.