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Project Development Manager
Project Development ManagerThe Sherwin-Williams Company • Cleveland, OH, United States
Project Development Manager

Project Development Manager

The Sherwin-Williams Company • Cleveland, OH, United States
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  • [job_card.full_time]
[job_card.job_description]

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.

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
  • Building Customer Loyalty
  • Building Positive Working Relationships
  • Products, Market and Industry Knowledge
  • Sales Ability

    • WORK ENVIRONMENT :

  • General office environment
  • Computer, telephone, and printer noise
  • Exposure to industrial and plant environments
  • Considerable travel situations
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