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    Market Development Manager, Business Machines - Minneapolis, United States - The Sherwin-Williams Company

    The Sherwin-Williams Company
    The Sherwin-Williams Company Minneapolis, United States

    3 weeks ago

    The Sherwin-Williams Company background
    Description

    Market Development:

    • Manage product specification, relationship development, and customer support for key business machine customers primarily, but not exclusively, based in North America.
    • Coordinate product qualifications with global field sales organization to ultimately facilitate successful closure of sales opportunities
    • Record daily customer engagement and monthly project updates on
    • Create and share information packages with the field sales team that include OEM codes or specification names, products qualified, potential applicators, and applicator contacts
    • Meet or exceed annual goals for end of year project pipeline and end of year sales opportunity pipeline. Also meet or exceed end of year annualized goals for closed/won sales opportunities by the field sales team.
    • Manage existing key accounts and meet or exceed annual sales goals shared with MDM team
    • Serve as main North American contact for any major customers headquartered in Europe- working with Account Managers in home country to follow up on critical actions.
    • Prospect and secure qualifications with new accounts using multiple techniques such as cold calling, industry networking, collaboration with global field sales, and feedback from applicators.
    • Become a Subject Matter Expert on segment insights, trends and segment products by maintaining direct contact with assigned customers in the Business Machine subsegment.
    • Build strong relationships throughout key customer's organizations, reaching into marketing, design, engineering, sourcing, and leadership groups to create strategic partnerships at large customers.

    Strategy Development:

    • Develop and execute a regional Business Market Plan by identifying and pursuing key specifications at assigned accounts.
    • Support the Segment Director, Global Marketing Manager, and other Market Development Managers to create a global Business Machine Strategy.
    • Facilitate execution of the marketing strategy through GI General Sales, Strategic Sales and Business Development Sales.
    • Provide competitive intelligence and positioning guidance.

    Product Development:

    • Assist in product pipeline development to meet current and future industry & customer specifications.
    • Provide input to technical resources to help prioritize and properly resource maintenance of business and new business projects.

    Marketing Communication:

    • Working in concert with PCG Marcom - Act as a Business Machine segment/product expert and provide thought leadership in support of the creation of effective sales and marketing tools, collateral, and events
    • Design and deliver market and product training, both internally and externally
    • Maintain up to date OEM and product qualification records on Sharepoint and

    FORMAL EDUCATION: (GENERALLY, IF RELEVANT EXPERIENCE IS ACCEPTABLE, THE CANDIDATE MUST HAVE THREE YEARS OF WORK EXPERIENCE FOR EVERY ONE YEAR OF COLLEGE EDUCATION REQUIRED)

    Required:

    • College Degree

    Preferred:

    • Major in Business, Communications or Chemistry

    KNOWLEDGE & EXPERIENCE:

    Required:

    • Minimum 7-10 Years in sales and/or marketing experience in B2B required
    • Successful history managing complex global accounts managing multiple business functions and management levels.

    Preferred:

    • 5 years coatings experience
    • Experience managing complex sales cycles Months, Approval Required, Multiple Application sites)
    • Demonstrated track record of conflict management resolution
    • Experience managing customers through price negotiations and supply chain challenges
    • Demonstrated experience driving success through influence
    • Five to seven years regional and/or global account management
    • Experience with creation and implementation of business processes

    PHYSICAL REQUIREMENTS:

    • Must be able to sit, stand, hear, and see on a constant basis.
    • Must be able to walk, write, and type on a frequent basis.
    • Must be able to bend, carry, reach, push, and pull on an occasional basis.
    • Must be able to communicate verbally and in writing.
    • May work in areas where noise level is such that hearing protection is required.
    • May work in areas where toxic, flammable, and hazardous materials are present.
    • May be exposed to varying amounts of dust and dirt.
    • Work surfaces may include concrete.
    • Employee must be able to operate a computer and communicate via telephone.
    • Some travel to other locations, meetings and/or seminars is required.

    TECHNICAL/SKILL REQUIREMENTS:

    Required:

    • Excellent verbal and written communication skills required

    Preferred:

    • Experience with

    TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

    • 50% or more

    Majority of Travel in NA, rare travel to Europe or Asia may be required.

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