The Sherwin-Williams Company
Project Development Manager/Construction Services
The Sherwin-Williams Company, Cleveland, Ohio, us, 44101
The PDM Dedicated role provides documentation and guidance to the P&M Sales organization and General Contractors regarding relevant process innovations associated with the construction solutions process.
Dedicated PDMs are (1) providing value-added services to General Contactors with a global footprint and (2) providing solutions to specific market segments associated with (3) coating technologies (Fire Protection, Resinous Flooring, General ptg, Roofing) while creating alignment (4) for cross-selling and messaging lead for PCG and TAG full portfolio of products. A high degree of domain knowledge relative to construction management and professional services delivery is required to effectively position value internally and externally.
POSITION ACCOUNTABILITIES PDM Dedicated role is measured by the following:
Achieves established market segment project sales and margin goals.
Secures an assigned number of mega projects annually.
Achieves business plan goals for GCs.
Manage budgeted travel and expense within company guidelines in achieving the above results.
ESSENTIAL FUNCTIONS Strategy
Drive differentiation and competitive advantage through the introduction of new processes associated with key coating systems.
Gather and feed competitive intelligence within P&M key roles inclusive of the Director of Sales Project Development, Vice President of Sales/Marketing, Regional Market Segment Directors, and Global Market Segment Directors.
Customer Development
Development and successful implementation of established business plan.
Engage General Contractors directly to identify, manage and secure key projects.
Manage select Mega Projects along the critical path and timely transition to the sales team to secure sales for these projects.
Obtain, understand, and modify General Contractor Master Supply Agreements to position Sherwin-Williams as a preferred coating partner.
Develop a preferred partner position within select General Contractors by understanding the relationship of how our coatings and services impact their financial goals.
Develop proposals, presentations, and contracts to key customers.
Contributing to Team Success
Drive the P&M Mega project success through collaboration across all business units within USCA including KAMs, BDMs, Multi Seg PDMs, Sales Managers, Sales reps.
Act as a consultant/advisor for GC and Construction interactions
Products
Effectively articulate the Sherwin-Williams product offering and value propositions to target customers.
Actively promote the introduction of new products to Sherwin-Williams target customers.
Communications
Deliver effective market and product training to internal and external customers.
Ensure that roles, responsibilities, and deliverables are aligned with the construction process.
Manage effective transitions and relationships between internal and external stakeholders.
Leadership
Be actively involved in industry associations to endorse Sherwin-Williams as a coatings leader in Protective and Marine.
Effectively leverage resources to achieve results in a matrix organization.
Track and report results and activities in order to include the sales organization at the appropriate time.
DIMENSIONS Financials
Sales: Exceed sales volume for assigned GC account tracked by Project Pipeline through the monthly/yearly Territory Income Statement
BASIC REQUIREMENTS
High School degree is required. College degree preferred in related technical/business field.
5-10 years business or coatings industry experience preferred.
Previous sales and/or marketing experience in business to business preferred.
Demonstrated proficiency in the field of corrosion protection.
Excellent verbal and written communication skills required.
COMPETENCIES
Managing Work (including Time Management)
Negotiating Skills
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Dedicated PDMs are (1) providing value-added services to General Contactors with a global footprint and (2) providing solutions to specific market segments associated with (3) coating technologies (Fire Protection, Resinous Flooring, General ptg, Roofing) while creating alignment (4) for cross-selling and messaging lead for PCG and TAG full portfolio of products. A high degree of domain knowledge relative to construction management and professional services delivery is required to effectively position value internally and externally.
POSITION ACCOUNTABILITIES PDM Dedicated role is measured by the following:
Achieves established market segment project sales and margin goals.
Secures an assigned number of mega projects annually.
Achieves business plan goals for GCs.
Manage budgeted travel and expense within company guidelines in achieving the above results.
ESSENTIAL FUNCTIONS Strategy
Drive differentiation and competitive advantage through the introduction of new processes associated with key coating systems.
Gather and feed competitive intelligence within P&M key roles inclusive of the Director of Sales Project Development, Vice President of Sales/Marketing, Regional Market Segment Directors, and Global Market Segment Directors.
Customer Development
Development and successful implementation of established business plan.
Engage General Contractors directly to identify, manage and secure key projects.
Manage select Mega Projects along the critical path and timely transition to the sales team to secure sales for these projects.
Obtain, understand, and modify General Contractor Master Supply Agreements to position Sherwin-Williams as a preferred coating partner.
Develop a preferred partner position within select General Contractors by understanding the relationship of how our coatings and services impact their financial goals.
Develop proposals, presentations, and contracts to key customers.
Contributing to Team Success
Drive the P&M Mega project success through collaboration across all business units within USCA including KAMs, BDMs, Multi Seg PDMs, Sales Managers, Sales reps.
Act as a consultant/advisor for GC and Construction interactions
Products
Effectively articulate the Sherwin-Williams product offering and value propositions to target customers.
Actively promote the introduction of new products to Sherwin-Williams target customers.
Communications
Deliver effective market and product training to internal and external customers.
Ensure that roles, responsibilities, and deliverables are aligned with the construction process.
Manage effective transitions and relationships between internal and external stakeholders.
Leadership
Be actively involved in industry associations to endorse Sherwin-Williams as a coatings leader in Protective and Marine.
Effectively leverage resources to achieve results in a matrix organization.
Track and report results and activities in order to include the sales organization at the appropriate time.
DIMENSIONS Financials
Sales: Exceed sales volume for assigned GC account tracked by Project Pipeline through the monthly/yearly Territory Income Statement
BASIC REQUIREMENTS
High School degree is required. College degree preferred in related technical/business field.
5-10 years business or coatings industry experience preferred.
Previous sales and/or marketing experience in business to business preferred.
Demonstrated proficiency in the field of corrosion protection.
Excellent verbal and written communication skills required.
COMPETENCIES
Managing Work (including Time Management)
Negotiating Skills
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