Territory Planning & Account Engagement Planning

Build strong territory and account plans with multiple paths to success. This includes:

Complete key customer Relationship Maps with clear engagement objectives
Identify both the technical and commercial actions required to deliver the plan, then lead the internal teams to execute on aligned priorities
Capture competitive intelligence and build a plan to deliver superior value to customers

New Customer Acquisition & Grow At Existing Accounts

Advance new business opportunities through the selling cycle, and document progress in CRM. This includes:

Develop a quantified value proposition that responds to customer’s top priorities and differentiates Sherwin-Williams from other coatings suppliers
Establish clear product performance and service expectations that are agreed upon by both the customer and key internal stakeholders
Agree internally on commercial terms and present that proposal to business leaders using financial proformas that reflect all requested investment and key commercial terms, including pricing
Present target proposals in a compelling way that address all customer stakeholder’s needs
Negotiate then reach a mutually beneficial relationship and secure new business as agreed upon with leadership
If requested by the customer and agreed upon internally, capture the negotiated agreement in a contract and ensure that it received full internal approval prior to customer execution
Organize cross-functional internal teams to smoothly onboard the customer

Strengthen existing customer relationships and loyalty through the following work:

Identify “value selling” opportunities to create growth and efficiency in our customers’ operations and communicate these internally in a compelling way to both operations teams and senior management
Monitor the on-going relationship formally through Periodic Business Reviews that engage appropriate cross-functional customer and internal stakeholders to identify opportunities to strengthen our customer value proposition
Monitor the on-going relationship informally through regular touchpoints with all key stakeholders. Ensure that there is a Stakeholder Engagement Plan that connects the internal account support team with the appropriate customer contacts
Lead internal Account Reviews to ensure that the internal account team is positioned to provide value-added support to the customer
Manage risks and issues that may arise by stabilizing the customer and ensuring that a corrective action is completed
Execute pricing action as needed to respond to changing economic conditions