Industrial Coatings Account Manager

PPG Turkey

General Characteristics

• Developing a proven and trusting relationship between major clients and company
• Resolving key client issues and complaints
• Developing a complete understanding of key account needs
• Anticipating key account changes and improvements
• Handling communications between key clients and internal teams
• Strategic planning to improve client results
• Negotiating contracts with the client and establishing a timeline of performance
• Establishing and leading all aspects of internal budgets with the company and external budgets with the client
• Working with team members, supply chain, managers and from other departments dedicated to the same client account to ensure the highest quality of materials are being produced and all client needs met
• Collaborating with the sales team to maximize profit by up-selling or cross-selling
• Planning and communicating reports on account progress, goals, and quarterly initiatives to share with team members and possible use in future case studies or company training
• Meeting all client needs and deliverables according to proposed timelines
• Analyzing client data to provide customer relationship management
• Growing relationships and bringing in new clients
• Leads team to support technical & sales activities in X-SBU sales.

Activities

• Develops strategies aligned with PPG Global Goals to increase market share and to find new markets by valuing the technical advantages of the Company products and services.
• Defines yearly goals and ensures dedication in the team to deliver target revenue / volume / profitability results.
• Implement Global or Regional key account strategies in area of responsibility
• Runs & supports all direct and distributor sales activity in responsible regions
• Leads and provides framework for preparation of proposals and agreements. Defines strategies for value proposition and goals for target pricing.
• Develops market research methods and analysis practices and develops market growth strategies to build and secure network for products.
• Have contact with all relevant customers’ personnel on a regular and adequate basis to achieve optimum acceptance performance of PPG products. Conduct in a professional manner, seminars for the purpose of training customers in PPG product usage. Be diligent to all customers short and long term needs.
• Defines yearly budget & forecast preparation. Delegates and ensures team to achieve inventory, forecast accuracy goals.
• Proactively leads localization demands aligned with market needs and PPG Profitability goals.
• Collaborate fully with PPG technical team for development of new technologies. Develops strategies to implement new product groups. Defines direct and distributions channels. Evaluates efficiency of strategy and proactively alters it towards sales/revenue goals.
• Acts as a specialist of one or four major Company technologies; will take action to solve problems at customer locations or at the manufacturing level.
• Makes recommendations to “dollarize” PPG services to the customer.
• Acts to consistently improve all the processes related to specific technology to optimize productivity and cost.
• Have the responsibility of monthly MSO meetings. Take the responsible for Focus, CAIR, Pipeline, SSPL, PIP, and delegate the updating responsibilities to the team and control the activities and works done by the team.
• Defines and records best practices at field and at PPG and shares them.
• Manages and designs start-up of new products and new installations and ensures the right training is implemented for the PPG specialist as well as the customer personnel involved (reduce trial times and costs).

Success Factors

• Focus on results and show business acumen
• Sales growth and Project Execution
• Profit Contribution and SVC follow up
• Overhead control
• DSO and % current collection
• Inspire change
• Implement segment structure
• Initiate product line development
• Promote collaboration
• IC Team and Segment Sales Team
• X-SBU/Functions and Segment Sales Team
• EMEA Segment Team and Country Sales Team
• Build trust & respect
• Between customer and segment sales team
• Within PPG organization
• Setting high standards of PPG codes and ethics

Requirements

• Education: Bachelor’s degree in Chemistry or Chemical Engineering (MBA is an asset)
• Minimum five years’ previous work experience in sales, key account management, B2B sales or relevant experience
• Able to multitask, prioritize, and handle time efficiently
• Goal-oriented, organized teammate
• Encouraging to team and staff; able to mentor and lead
• Self-motivated and self-directed
• Excellent interpersonal relationship skills
• In-depth understanding of company key clients and their position in the industry
• Eager to expand the company with new sales, clients, and territories
• Able to analyze data and sales statistics and translate results into better solutions
• Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
• Basic digital literacy, and experience with CRM software and the Microsoft Office Suite, with emphasis on outstanding Excel skills.
• Strong negotiation skills, with ability follow-through on client contracts
• Ability to multitask and handle more than one client account
• Confirmed results of delivering client solutions and meeting sales goals