Director of Strategic Accounts - General Industrial

The Sales Director should have the ability to maximize commercial sales volume through and with their team, while also collaborating with the regional sales organizations within the assigned focus areas. This individual will provide strategic vision to field management, both to their direct teams and to the rest of the regional sales organization, and ensure alignment with overarching group goals and objectives.  The role will lead a team focused on new business efforts and maintain relationships with key accounts within multiple regions for the General Industrial business.  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 management or functional broadening.  The successful candidate will maximize time in the field with their team, meeting with customers and opportunities to solidify relationships, and drive growth. 

Travel up to 50% Domestic Overnight and 25% International Overnight. 

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.

CORE RESPONSIBILITIES AND TASKS:

• Attract, retain and develop high potential talent to drive growth 
• Manage and lead focused sales teams and activities for complex multi-region accounts.   
• Drive growth thru net new business and strategic pricing in the focused segments 
• Lead from the front, coaching the team on value selling with current customers thru thorough value plans, and developing quantified differentiation demonstrated thru value propositions.   
• Develop strong relationships with major customers, including at the executive level 
• Positively lead and influence team members to partner together to achieve individual and business goals  
• Responsible for clear, focused leadership to further reduce the barriers to delivering competitive advantage via global size and scale. 
• Balance being a force multiplier (coaching and development) and taking 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. 
• 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. 

Minimum Requirements: 

• Must be at least eighteen (18) years of age.
• Must be legally authorized to work in the country of employment without needing sponsorship for employment work visa status now or in the future.
• Must have a valid, unrestricted Driver’s License.
• Must have a High School or GED equivalent.
• Must have nine (9) 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 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 be able to travel up to 50% Domestic Overnight and 25% International Overnight.

Preferred Qualifications: 

• Have a Bachelor's Degree in Business or Marketing. 
• 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.