Market Development Manager - Automotive OEM

Market Development: Manage product specification, relationship development, and customer support for key Automotive OEM customers based both in North America as well as globally. Coordinate product qualifications with global field sales organization to ultimately facilitate successful closure of sales opportunities Record customer engagement and monthly project updates on Salesforce.com Create and share information packages with the global field sales team that include OEM codes or specification names, products qualified, potential applicators, and applicator contacts Meet or exceed annual goals for end of year project pipeline and end of year sales opportunity pipeline. Meet or exceed end of year annualized goals for closed/won sales opportunities by the global field sales team. Meet or exceed annual sales goals mutually shared with the global MDM team. Prospect and secure qualifications with new accounts using multiple techniques such as existing industry contacts, cold calling, industry networking, collaboration with global field sales, and tier supplier networking. Build strong relationships throughout key customer's organizations, reaching into design, engineering, marketing, sourcing, and leadership groups to create strategic partnerships with OEM customers. Be a Subject Matter Expert on segment insights, trends and segment products by maintaining direct contact with assigned customers in the Automotive OEM subsegment. Assume leadership roles on special assignments involving market development, strategy, and innovation projects Strategy Development: Develop and execute a regional Automotive OEM Market Plan by identifying and pursuing key specifications at assigned accounts. Support the Segment Directors and Regional Managers to create a global Automotive OEM Strategy. Facilitate execution of the marketing strategy through GI General Sales, Strategic Sales, and Business Development Sales. Provide competitive intelligence and positioning guidance. Product Development: Assist Global Product Managers in product pipeline development to meet current and future industry & customer specifications. Provide input to technical resources to help prioritize and properly resource maintenance of business and new business projects. Marketing Communication: Working in concert with PCG Marcom - Act as an Automotive OEM segment and product expert providing thought leadership in support of the creation of effective sales and marketing tools, collateral, and events Design and deliver market and product training, both internally and externally Maintain up to date OEM and product qualification records on Sharepoint and Salesforce.com REQUIRED DIMENSIONS: Facility Type: Non-Union Contacts: Internal / Vendors # of Employees Supported: 1 # of Direct Reports: 0 Geographic Regions Supported: Primarily NA, potential for APAC, EMEAI, and LATAM ADDITIONAL DIMENSIONS: Sales Responsible for creation and execution of $10- $15M annual project specification pipeline Responsible for creation and transition of $10- $20M annual sales opportunity pipeline Responsible for all OEM questions and concerns regarding Sherwin-Williams products, processes, and services Additional Dimensions to Consider (if applicable): Sales Responsibility, Profit Responsibility, A/R Accounts / / DSO, # of Audits, # of Facilities (with facility names), # of Calls, # of Currencies Works With, Approval Limit ($), Skus, , # of Product Lines, Fixed Assets $, Inventory $, # of Customers, etc POSITION REQUIREMENTS 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 Preferred: Major in Business, Chemistry, Engineering, or Communications, KNOWLEDGE & EXPERIENCE: Required: Minimum 7-10 Years in sales and/or marketing experience in B2B required Minimum 5 years experience with Automotive OEM account management Successful history managing complex glo al accounts managing multiple business functions and management levels. Preferred: Minimum 5 years coatings experience Experience managing complex sales cycles- (6-24 Months, Approval Required, Multiple Application sites) Demonstrated track record of conflict management resolution Experience managing customers through price negotiations and supply chain challenges Demonstrated experience driving success through influence Experience with creation and implementation of change management 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 bend, carry, reach, push, and pull on an occasional basis. Must be able to communicate verbally and in writing. Employee must be able to operate a computer and communicate via telephone. Some travel to other locations, meetings and/or seminars is required. TECHNICAL/SKILL REQUIREMENTS: Required: Excellent verbal and written communication skills required Preferred: Experience with salesforce.com TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION) 40% or more (Majority of Travel in NA, occasional travel to Europe and/or Asia may be required) Sherwin-Williams is proud to be an Affirmative Action, Equal Employment Opportunity, Inclusion and Diversity Supportive Employer. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identify, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract. VEVRAA Federal Contractor requesting priority referral of protected veterans.