Sales Director

Job Description

This position is accountable for developing, implementing, leading, and executing the long-term growth strategy within the East Region of the General Industrial business unit in the Performance Coatings Group (PCG). The Sales Director will strive to achieve growth in sales, margins, market share and profits for a region exceeding $200 million in annual sales. The Sales Director is responsible for supporting the organization’s mission to seek and secure new business in the growth markets in the General Industrial segment.

This position is accountable for developing, implementing, leading, and executing the long-term growth strategy within the East Region of the General Industrial business unit in the Performance Coatings Group (PCG). The Sales Director will strive to achieve growth in sales, margins, market share and profits for a region exceeding $200 million in annual sales. The Sales Director is responsible for supporting the organization’s mission to seek and secure new business in the growth markets in the General Industrial segment.

The incumbent has the responsibility to develop the long-term growth strategy and solicit assistance and support from other disciplines within the Division, namely Marketing, Finance, R&D, Facilities, and Global Supply Chain.

• Lead the sales function within the assigned region for the General Industrial division to meet or exceed annual budgeted financial targets – specifically, sales, margin contribution, and expenses.
• Lead the sales function within the assigned region for the General Industrial division to deliver on critical leading indicator metrics for sales rep productivity – including value planning, annual net new business achievement, pipeline health, and CRM utilization.
• Drive culture of trust, integrity, and collaboration by L&OD initiatives including but not limited to formal coaching engagement, trainings, talent management, and individual development plans.
• Attract, develop and retain a high-performing Sales Management team through thoughtful hiring, onboarding, coaching and performance feedback and fostering an environment where individuals are supported to grow and succeed.
• With marketing and the SAM team, ensure field sales execution is aligned with GI USCA strategic planning initiatives.
• Evangelizes value selling as a core competency of the team. Leads from the front, driving the organization to sell paint, as fast as possible, at a premium price.
• Maintains and shares knowledge of competitive activities and Sherwin-Williams’ competitive advantages throughout the commercial team.
• Collaborate cross-functionally with Marketing, Operations, Supply, Technical Service, Regional Facility leadership, as well as Lab and Enterprise partners, to align resources, support effective customer execution across both transactional and enterprise opportunities, and enable the sales team’s success.
  
  With Marketing, maintains memberships and participates in industry associations frequented by the target customers, and coordinates and organizes local participation in the local chapters.
• Develops and delivers Territory Business plans and Development Days with Sales Managers to enhance customer loyalty, productivity, growth and profitability.
• With Sales Excellence, drives utilization of our core sales competencies, reinforcing value-selling behaviors, supporting coaching and follow-through and strengthening customer relationships.

Minimum Qualifications:

• Must have a high school diploma.
• Must have examples of force multiplication, leading a team to deliver success across the business.
• Must have demonstrated results with coaching, developing, and hiring.
• Must have five (5) years of experience as a people manager
• Must have experience exercising a deep understanding of industry issues and trends, of the various business segments as they specifically relate to opportunities and needs of the customer.

Preferred Qualifications:

• Have a bachelor's degree in a business-related field.

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