Account Development Manager (Roanoke)
PPG Industries Inc. - Roanoke, Virginia
Join our team and show your colors to the world!
PPG Architectural Coatings is a respected leader in the paint industry. A business unit of PPG Industries, the world's leading coatings and specialty Products Company, we manufacture and sell our products through home centers, independent dealers, and through a network of company-owned stores across North America.
With over 900 retail centers in North America, we continue to grow. Currently we are seeking an Account Development Manager to join our team. Within our stores channel, we sell a wide range of architectural coatings and sundry items to industry, builders, contractors, and home owners. Experienced and entry level candidates are welcome to apply! Join a leading team today!
The Account Development Manager - Geographic (ADM) is responsible for servicing and retaining customer accounts within a specified geographic territory as well as driving new sales through assigned stores. This will enable the ADM to focus on existing business to reduce churn and increase customer loyalty. Additionally, the ADM will be responsible for growing both existing business year-over-year and identifying and developing new accounts within their geographic territory.
Expectations for this role include:
· Through customer service excellence, service existing customer accounts assigned to specified territory
- Maintain regular contact with customers to understand needs and to identify business opportunities
· Ensure follow-up and response to customer needs in a timely manner
· In conjunction with Regional Sales Manager and in response to customer needs, facilitate product recommendations, application and performance and color
· Develop account planning strategy to cultivate sales of customers with most growth potential
· Utilize SAGE sales tool to manage accounts, maintain call logs and contact info, run reports, etc.
· Partner with Store Managers and other store employees to ensure customers needs are met or exceeded
· Work with the PPG credit department to manage customer debt
· Develop good understanding of customer base and the segments they service
· In conjunction with Regional Sales Manager, facilitate timely and accurate customer quotations to achieve margin targets in alignment with PPG pricing strategies
· Manage personal expenses to reduce unnecessary expenditures
Competencies Needed:
Offers Unique Perspective
· Reframes and challenges the way customers view their businesses.
· Aligns insights to key customer priorities and ties those insights back to PPG's unique differentiators.
· Aligns insights to key customer priorities and ties those insights back to PPG's unique differentiators.
Drives Two-Way Communication
· Clearly articulates PPG's value proposition and engages the customer in jointly addressing business priorities.
· Reads non-verbal cues and identifies unanticipated customer needs.
· Can coordinate and secure buy-in from internal stakeholders.
· Reads non-verbal cues and identifies unanticipated customer needs.
· Can coordinate and secure buy-in from internal stakeholders.
Knows Customer Value Drivers
· Has a deep knowledge of customer business and can discuss issues from multiple angles.
· Is comfortable talking to a wide range of decision influencers.
· Successfully links PPG capabilities to individual goals to overcome barriers to purchase.
· Has a deep knowledge of customer business and can discuss issues from multiple angles.
· Is comfortable talking to a wide range of decision influencers.
· Successfully links PPG capabilities to individual goals to overcome barriers to purchase.
Can Identify Economic Drivers
· Keenly tracks economic and industry activity and understands its implications on customer business, including potential new business opportunities.
· Educates customers on industry trends and best practices adopted by peer companies.
· Keenly tracks economic and industry activity and understands its implications on customer business, including potential new business opportunities.
· Educates customers on industry trends and best practices adopted by peer companies.
Comfortable Discussing Money
· Knows how PPG and competitor offerings are priced and is aware of the customer's budget.
· Clearly links the value of PPG's products and services with the deal price to overcome pricing objections.
· Recognizes when to walk away from a deal.
· Clearly links the value of PPG's products and services with the deal price to overcome pricing objections.
· Recognizes when to walk away from a deal.
Can Pressure the Customer
· Understands the decision-making process and has the ability to influence key decision-makers.
· Preempts stakeholder objections and pushes the customer to a favorable outcome.
· Develops customer advocates who sell and build consensus on PPG's behalf.
· Preempts stakeholder objections and pushes the customer to a favorable outcome.
· Develops customer advocates who sell and build consensus on PPG's behalf.
Requirements:
· 2-4 years of sales or stores operations experience with demonstrated customer service acumen
· A 2 or 4 year degree in a business related field or equivalent work experience
· Previous coatings experience
· Working knowledge of Microsoft Office Suite and Internet applications
· Bilingual candidates are encouraged
· Must possess a valid Driver's License and have maintained a motor vehicle record within acceptable limits as prescribed by PPG
· Availability to work and travel within assigned territory 80% of time. Periodic evening hours required for trade organization meetings and customer events.
· Ability to analyze territory performance reports and develop sales territory business plans.
· Ability to calculate discounts and profit associated with selling price; to calculate commissions associated with territory performance; to take measurements and calculate surface area associated with making product volume estimates.
About Us
PPG Industries’ vision is to continue to be the world’s leading coatings and specialty Products Company. Through leadership in innovation, sustainability, and color, PPG helps customers in industrial, transportation, consumer products, and construction markets and aftermarkets to enhance more surfaces in more ways than does any other company. Founded in 1883, PPG has global headquarters in Pittsburgh and operates in nearly 70 countries around the world. Sales in 2015 were $15.3 billion.
PPG Architectural Coatings impressive line-up of residential, commercial, and industrial paint brands offers a wide range of choices to meet everyone's needs – from consumers to interior designers, painting contractors to property managers, and developers to architects.
Join an industry leading company!
Apply today!
Apply today!
PPG prides itself on the quality of its employees and as such, candidates who receive a job offer will be required to successfully pass a hair drug/toxins test and a background check.
PPG Industries, Inc. offers an opportunity to grow and develop your career in an environment that provides a fulfilling workplace for employees, creates an environment for continuous learning, and embraces the ideas and diversity of others. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, color, creed, religion, national origin, age, disability status, protected veteran status, marital status, sexual orientation, gender identity or expression, or any other legally protected status. PPG is an Equal Opportunity Employer. You may request a copy of PPG’s affirmative action plan by emailing ppgaap@ppg.com.
To read more about Equal Employment Opportunity please see attached links:
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Posted: 30+ days ago
About PPG Industries Inc.
PPG's vision is to continue to be the world's leading coatings and specialty products company. Through leadership in innovation, sustainability and color, PPG helps customers in industrial, transportation, consumer products, and construction ma... more
