Market Development Manager – Automotive OEM

Sherwin-Williams hiring for Market Development Manager – Automotive OEM jobs in Minneapolis, MN, US

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 global 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)