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
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
KNOWLEDGE & EXPERIENCE:
Required:
5 years industrial coatings industry sales and/or marketing experience required
Preferred:
Specific segment sales experience
Global sales experience
TECHNICAL/SKILL REQUIREMENTS:
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
Preferred:
Written and spoken fluency in Chinese (and other regional languages)
- Proficiency with
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