Global Account Executive

Preferred

location:
United Kingdom

The EPC / General Contractor
- Global Account Executive, has complete ownership (The QB), is responsible for identifying, prioritizing and securing contractual relationships with assigned Global EPC / GC Companies that build high value in the Protective Coatings industry. This role is responsible for market growth and P&L responsibility for their assigned global accounts within the Protective, Marine & High-Performance Flooring (HPF) Division. They are responsible for creating a sustainable growth plan, right to win strategy, sales negotiations, global ownership alignment and transitioning with the Regional Sales and Marketing teams to drive results. As a global influencer the role has direct influence of the global sales teams to help achieve business goals and objectives. The role is also responsible for providing value-added services throughout the global account leadership structure with a global footprint, providing solutions to specific market segments associated with coating technologies (Fire Protection, Resinous Flooring, Roofing, while creating alignment across the enterprise products portfolio.

This role should be located near a major city and an international airport due to high volume global travel.

Customer Development

Manage SW’s global relationship with identified customer(s) to ensure complete alignment and a single voice to these key global accounts.
This includes developing and executing formal account plans including strategies for share growth of both the facilities as well as the subcontractors.
Drive value proposition by differentiation and aligned global support, targeted to achieve customers’ goalsTogether with the regional and global sales organizations, identify, and prioritize a pipeline of new business across all technologies that delivers on our financial objectives over the planning period.
Develop a preferred partner position within select Global Owners by understanding the relationship of how our coatings and services impact their financial goals.
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 in order to enable sales execution.
Lead the development of proposals and presentations to key customers and lead the contract negotiation and execution process for these key accounts.
Effectively transition local relationships to regional sales teams.
Be an advocate for enterprise selling, including driving and delivering on global cost saving goals.
Knowledge of owner’s relationship ecosystem.

Strategy

Drive differentiation and competitive advantage through the introduction of new processes associated with key coating systems. With marketing (global and regional) and the regional leaders, build the global business plan for defined global account(s), including:Product needs – both today and future.
Physical infrastructure requirements – the ability to make and serve the channelResource requirements – resources needed to successfully execute. 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 guidanceBe actively involved in industry association, trade shows, and customer specific eventsWith marketing, drive product and industry training across the global sales teams to improve our call effectiveness at the “boots on the ground” level.

Contributing to Team Success

Lead, influence, inspire and create alignment with indirect reports to drive results (. vertical functions, marketing and regional teams)Drive success through interaction with sales, demand creation, marketing, R&D and GSC teams across all regions Ensure roles, responsibilities and deliverables are aligned across the Global Account and Regional teamsFoster effective relationships across internal and external stakeholders

Product Management

Ensure the product portfolio is optimized to meet current needs and provide for new business opportunities. Provide comprehensive insight regarding competitive product offerings and required gaps that need to be filled to improve our right to success.
Provide innovation that meets the desired direction the industry is evolving towards or shifts the industry towards our desired outcome.

Bachelor’s degree or equivalent experience

10 years industrial coatings industry sales and/or marke