CORE RESPONSIBILITIES AND TASKS (IDENTIFY UP TO 6 CORE RESPONSIBILITIES WITH ASSOCIATED JOB TASKS)

Customer Identification / Acquisition

• Account management of key global accounts within Japan

• Support and expansion of distribution channel(s)

• Together with the regional segment goals work with sales team and distributors in order to: 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 accounts, and support/leadership of the regional sales teams that are in the lead position to capitalize on the pipeline.

• 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.

• When appropriate, lead the contract negotiation and execution process for new or existing customers.

• Be an advocate of value proposition selling.

Strategy

• With marketing (global and regional) as well as segment and regional leadership, build the business plan for the focus segment in Japan and SEA including:

  • Product needs – both today and future.

  • Physical infrastructure requirements – the ability to make and serve the channel

  • Headcount requirements – people 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 guidance

• Be actively involved in industry associations and trade shows in cooperation with segment management

• With marketing, drive product and industry training across the sales channel within responsible geographic areas to improve SW sales positioning

1. 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)
   1. Required:

• College degree
  1. Preferred:
• MBA

2. KNOWLEDGE & EXPERIENCE:
3. Required:

• 5 years industrial coatings industry sales and/or marketing experience required

2. Preferred:

• Specific segment sales experience
• Global sales experience

1. TECHNICAL/SKILL REQUIREMENTS:
2. Required:

• Excellent verbal and written communication skills required
• Proficiency with Microsoft Office applications
• Basic understanding of coatings chemistry and application
• Written and spoken fluency in Japanese and English
• Strong problem solving skills
• Strong inter-personal skills
• Self driven

2. Preferred:

• Written and spoken fluency in Chinese (and other regional languages)
• Proficiency with Salesforce.com