Core Competencies:

• Applicant needs to be a results-oriented self-starter.
• Applicant needs to display a high level of product knowledge in architectural, industrial, and associated product lines.
• Applicant needs to have a better than general understanding of the construction processes.
• Applicant must have strong presentation skills.
• Applicant must be knowledgeable and proficient with computer programs such as Excel, Word, and PowerPoint, and possess basic computer skills.
• Applicant must be well versed with the Dodge network.

Interpersonal Skills:

• Develops positive relationships with others to better accomplish work goals.
• Effectively builds personal relationships with customers to support their business.
• Conveys information and ideas to others in a manner that helps them understand and retain the message.
• Uses appropriate interpersonal, communication, and organizational skills to execute the sales plan to grow share.
• Presents proposals effectively to individuals or groups; delivers presentations suited to the characteristics and needs of the architectural and design specification community.
• Effectively reaches mutually satisfactory solutions from negotiations that strengthen business relationships.

Leadership Skills:

• Ability to lead individuals or groups to help them move toward action and improvement.
• Take a leadership role in providing detailed specification recommendations to the Architectural community and all PSG personnel.

Business/Management Skills:

• Makes good decisions; effectively chooses a course of action to address issues that are consistent with available facts and constraints.
• Effectively manages time and resources to ensure work is completed efficiently and performance goals are met.
• Possesses a mastery of relevant product knowledge, marketplace dynamics, and trends in the coatings industry.

Professional Qualities:

• Sets high standards of performance for self and others; assumes responsibility for individual performance and results.
• Maintains effectiveness when experiencing changes in work and adjusts effectively to new work processes, situations, and requirements

Essential Duties:

• Develop and execute a Territory Strategic Plan. Make revisions and updates as necessary to achieve specification and market share growth
• Develop a strategy to enhance or increase specifications by key, opportunity, existing, and firms. This includes identifying product categories where our products are not specified.
• Drives specifications within CSI divisions 3, 7, and 9 that leverage Sherwin-Williams' competitive advantages
• Work with architects and specification writers to illustrate SW's strengths and competitor weaknesses, particularly in regards to Master Painters Institute (MPI).
• Educate the architectural community and District personnel on proper ways to specify AIM, MPI, LEED, and Green Guard systems
• Support District personnel where applicable on projects specified with MPI.
• Maintain disciplined pre-call planning to ensure time is maximized and the territory plan is being executed.
• Provide product/technical information to support customers' specification requirements.
• Identify potential opportunities/issues and work with Sales Representatives to support positive outcomes.
• Identify ways to deepen the business relationship with customers.
• Develop and present CEU presentations to target firms and other organizations.
• Provide Dodge Tracking updates as well as input changes directly into the SW Dodge Network.
• Identify, provide, and track sales leads via Dodge and Onvia as appropriate.
• Establish a detailed understanding of BIM applications within the architectural community and work with the PSG Non-Residential marketing team to position Sherwin-Williams accordingly.
• Coordinate sales lead information and sales calls with key members of the District staff on strategically important construction projects.
• Maintain membership and active participation in key professional organizations such as CSI, ICRI SWRI, and others.
• Execute competitive product comparisons and identify current competitors' strengths and weaknesses and S-W's competitive advantage.

Additional Duties:

• Complete expense reports on Concur on a timely basis.
• Assist sales representatives in the resolution of customer complaints where specification issues may be the cause.
• Assist in the development and presentation of division training programs such as at the national sales meeting.
• Other duties as assigned.

Physical Requirements:

• Employee will spend approximately 50% of the day driving, 20% sitting and 30% walking or standing.
• The employee must be able to drive a car or van since the position requires travel to customer's offices and job sites.
• Employee may be required to lift and carry up to 10 lbs. frequently and up to 50 lbs. on occasion.

Other Requirements:

• High school education or equivalent required. Prefer a bachelor's degree in a business-related field.
• Ability to work all scheduled hours as needed.
• Employee must have a valid driver's license.
• If usage of an employee's vehicle is required, the employee must obtain appropriate insurance as defined by Corporate Policy.