Project Development Manager - Construction Services

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, specifiers, and general contractors 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. 

 

The Project Development Manager provides training and guidance to Protective & Marines 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.

 

Additional Information:

This is a field position and requires at least 50% of travel, throughout our Canadian Territory (this territory will cover throughout Vancouver, BC , Calgary, AB and Edmonton, AB).

Job duties include contact with other employees and access confidential and proprietary information and/or 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 staff, employees, and business relationships.

The Project Development Manager 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.

Minimum Requirements:

• Must be at least eighteen (18) years of age.
• Must be legally authorized to work in the country of employment.
• Must have a valid, unrestricted drivers license.
• Must have a High School diploma or a Certificate of Adult Education Completion (CAEC).
• Must be willing to travel as required for this position.

 

Preferred Qualifications:

• Have a Bachelor's degree or higher

• Have five (5) years business or coatings industry experience
• Have experience working in sales and/or marketing experience in business to business
• Have the ability to demonstrate proficiency in the field of corrosion protection.