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Sales Representative - Account Development Mgr

Company: PPG
Location: Montgomery
Posted on: August 14, 2019

Job Description:



The

Sales Representative - Account

Development Manager is responsible for servicing and retaining customer

accounts within a specified geographic territory as well as driving new sales

through assigned stores. The geographical area will have responsibility for

$650,000 or more worth of sales. 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. (This position will cover the Montgomery / Prattville 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.

      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.

        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.

          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.

            Is 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.

              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.






                Requirements:



                • 2 to 4 years of sales or stores

                  operations experience with demonstrated customer service acumen
                • A two or four year degree in a

                  business related field or equivalent work experience
                • Previous coatings experience a plus
                • 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




                    PPG: We protect and beautify the world.

                    At PPG, we work every day to develop and deliver the paints, coatings and materials that our customers have trusted for more than 130 years. Through dedication and creativity, we solve our customers' biggest challenges, collaborating closely to find the right path forward. With headquarters in Pittsburgh, we operate and innovate in more than 70 countries. We serve customers in construction, consumer products, industrial and transportation markets and aftermarkets. To learn more, visit www.ppg.com and follow @ PPG on Twitter.

                    Why join us:With PPG, you will find meaning in your work every day, and engage in opportunities that will shape you, personally and professionally.





                    • Your personal strengths will empower you to succeed and make an impact from day one.

                    • You will be inspired to learn and grow, and to get the support you need to identify and achieve your boldest career aspirations.

                    • Your passion to excel will be fueled by your connection to world-class partners, industry experts, the best and brightest colleagues, and future forward technologies.

                    • Your contributions will not only meet the challenges of our global customers, but help theme propel their industries forward.

                    • You will be welcomed into a culture where everyone's ideas and contributions are valued and encouraged.


                      Just like you, we are driven to make a difference in our world.



                      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 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:

                      http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf

                      https://www.dol.gov/ofccp/pdf/.pdf

                      https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf








Keywords: PPG, Montgomery , Sales Representative - Account Development Mgr, Hospitality & Tourism , Montgomery, Alabama

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