Meet or exceed annual territory budget for volume (gallons), revenue and margin contribution by engaging in these core activities. TERRITORY PLANNING & ACCOUNT ENGAGEMENT PLANNING Build strong territory and account plans with multiple paths to success. This includes: Complete key customer Relationship Maps with clear engagement objectives Identify both the Technical and Commercial actions required to deliver the plan, then lead the internal teams to execute on aligned priorities Capture competitive intelligence and build a plan to deliver superior value to customers NEW CUSTOMER ACQUISITION & GROW AT EXISTING ACCOUNTS Advance new business opportunities through the selling cycle, and document progress in CRM. This includes: Develop a quantified value proposition that respond to customer's top priorities and differentiates Sherwin-Williams from other coatings suppliers. Establish clear product performance and service expectations that are agreed upon by both the customer and key internal stakeholders. Agree internally on commercial terms and present that proposal to business leaders using financial proformas that reflect all requested investment and key commercial terms, including pricing. Present target proposals in a compelling way that address all customer stakeholder's needs Negotiate then reach a mutually beneficial relationship and secure new business as agreed upon with leadership. If requested by the customer and agreed upon internally, capture the negotiated agreement in a contract and ensure that it received full internal approval prior to customer execution Organize cross-functional internal teams to smoothly onboard the customer STRENGTHEN CUSTOMER LOYALTY Strengthen existing customers relationships and loyalty through the following work: Identify "value selling" opportunities to create growth and efficiency in our customers' operations and communicate these internally in a compelling way to both operations teams and senior management. Monitor the on-going relationship formally through Periodic Business Reviews that engage appropriate cross-functional customer and internal stakeholders to identify opportunities to strengthen our customer value proposition. Monitor the on-going relationship informally through regular touchpoints with all key stakeholders. Ensure that there is a Stakeholder Engagement Plan that connects the internal account support team with the appropriate customer contacts. Lead internal Account Reviews to ensure that the internal account team is positioned to provide value-added support to the customer. Manage risks and issues that may arise by stabilizing the customer and ensuring that a corrective action is completed. Execute pricing action as needed to respond to changing economic conditions. FORMAL EDUCATION: Required: High School Diploma or equivalent Preferred: Bachelor's Degree in Science, Math, Economics, Engineering Bachelor's Degree in Business related field KNOWLEDGE & EXPERIENCE: Required: Prior Sales Experience Preferred: Experience selling technical products, e.g. coatings, chemicals, equipment. Experience managing large complex customer relationships Project Management experience Lean Six Sigma experience 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 lift and carry up to 15 pounds. Must be able to climb and descend stairs. 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 indoors and outdoors as needed. Exposure to heat up to 120 degrees and cold to 0 degrees. May work in areas where noise level is such that hearin