Strategic Account Manager

The Strategic Account Manager is responsible for driving new business growth and developing strategic customer relationships across the Heavy Equipment segment throughout the United States and Canada. This role manages key OEM accounts and subcontractor partnerships, creating and executing account strategies that increase market share and revenue across all coating technologies. Working closely with regional sales, marketing, product management, and leadership teams, the position identifies growth opportunities, secures product specifications, and leads major customer proposals and negotiations. The role also supports business planning by providing market insights, competitive intelligence, and industry expertise. Through a value-selling approach, the Strategic Account Manager helps customers achieve measurable cost savings while advancing Sherwin-Williams' growth objectives.

Customer Identification / Acquisition 

• Manage SW’s relationship with identified Strategic Building Products customer(s) and their subcontractors in order to ensure complete alignment and a single voice to this key global account.  This includes developing and executing formal account plans including strategies for share growth of both the OEM facilities as well as the subcontractors supplying painted parts.  Focus is USCA 
• Together with the regional sales organizations, identify and prioritize a pipeline of new business across all technologies that delivers on our financial objectives over the planning period. 
• Drive the sales efforts to successful conclusion in a timely manner.  This will include both personal ownership of some key opportunities and support/leadership of the regional sales teams that are in the lead position. 
• Together with segment and product management, drive specification and approval of Sherwin-Williams products to enable sales execution. 
• Lead the development of proposals and presentations to key customers and when appropriate, lead the contract negotiation and execution process for these key customers. 
• Lead the regional business development representatives in the execution of the sales activities necessary to capitalize on the customer pipeline. 
•  Be an advocate of value proposition selling  

 

Strategy 

• With marketing (global and regional) and the regional leaders, build the business plan for defined strategic account(s), including: 
• Meet Sales and New Business Goals 
• Product needs – both today and future. 
• Physical infrastructure requirements – the ability to make and serve the channel 
• Branding strategy & execution – ensure Sherwin-Williams holds a leading brand position  
• Support refinement of business & marketing strategy through investigation and communication of market trends, and through collaboration efforts with marketing. 
• Provide competitive intelligence and positioning guidance 
• Be actively involved in industry association, trade shows, and customer specific “supplier day” events 
• With marketing, drive product and industry knowledge across the sales teams to improve our call effectiveness at the “boots on the ground” level. 

Required:

• Must have a college degree or seven (7) years industrial sales and/or marketing experience.

• Must have five (5) years industrial sales and/or marketing experience required.

• Must have value-based sales experience.

 

Preferred:

• Have a Master's in Business Administration (MBA).
• Have specific HE sales experience.

• Have Industrial coatings experience.

• Have large complex account sales experience.