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Sherwin-Williams is the largest paints and coatings company in the world. With $18 billion in sales, more than 4,100 stores, and 140 manufacturing and distribution centers worldwide. Our 60,000 employees across the globe are diverse, innovative and passionate. We believe there’s not one path to success, we believe in careers that grow with you. Whoever you are or wherever you come from in the world, there’s a place for you at Sherwin-Williams. We provide you with the opportunity to explore your curiosity and drive us forward. We’ll give you the space to share your strengths and we want you to show us what you can do. You can innovate, grow and discover in a place where you can thrive!

Step into the role of a Heavy Equipment Segment Manager EMEAI (m / w / d) and become a driving force in defining, implementing, leading, and executing the strategy and market plans for the Heavy Equipment Segment. Acting as a segment leader, the position provides strategic direction & leadership for counterparts and team members in Sales, Business Development, R&D and Product Management in the EMEAI region in alignment with overall segment objectives.

Responsibilities

Align EMEAI sales, R&D and Product Management resources to execute the growth plan

Empower EMEAI commercial team to accelerate opportunity identification and close process

Drive Brand Development and recognition in EMEAI for the HE Segment

Grow segment in EMEAI measured by market share, brand share, & profitability

Provide regional input and prioritization to drive the segment innovation pipeline to drive differentiation in the marketplace

Stay within budget and timelines in achieving the above results.

Support strategies and initiatives within Global and Key Accounts

Strategic Plan
Refine & enhance the segment strategy in EMEAI each year. The strategy should include :

Strong fact base, quantifying key dimensions of the segment.

Leading and lagging economic indicators for the segment.

Competitive intelligence.

Identify and quantify the impact of disruptors and accelerators in the segment.

Quantified assessment of our probability of success within the EMEIA region.

Segment strategy that drives differentiation and sustainable competitive advantage.

Actionable growth plan including both external market actions and internal investments.

Support of Global Accounts & Key Accounts within the region

The growth plan should consider both organic and inorganic growth.

Strategy Execution / Growth Plan
Execute the strategy to achieve the financial growth plans. This should include :

Aligning internal stakeholders around segment growth plans

Maintaining contact with key customers in EMEAI to gain market insight and deeper customer understanding

Active involvement in industry associations to represent Sherwin-Williams as a global coatings leader

Supporting sales in positioning appropriate product offerings for target customer needs

Identify and establish relationships with key industry influencers and brand owners

EMEAI Business Management & Development

Support the GI Sales / commercial / global organization at the strategic as well as tactical account level through targeting, lead generation, sales tool development, pricing guidance, and collaborative selling

Support development of value proposition proposals and presentations, as well as training for these areas

Provide competitive intelligence and positioning

Coordinate activities of the sales, KAM, BD, GAM, and Segment Resources in the execution of the marketing strategy

Maintain direct contact with key customers and with key suppliers in the industry, such as application equipment providers, to stay on top of evolving trends

Be actively involved in industry associations

Product Development & Commercialization

Support Product Management & Marketing in prioritizing segment-specific Lab Work Requests (LWRs)

Collaborate with Product Management on roadmap execution for EMEAI region

Provide direct input and guidance for Stage Gate Phase 1 Opportunity Identification, including the full business case for EMEAI with clear product positioning and value propositions as well as a detailed financial pro forma including volume targets and pricing guidance

Responsible to contribute as a project team member to Phases 2 through 5 by to advancing commercial data and refining the value proposition and financial assessments for EMEAI projects

Communications

Support and provide input for all marketing planning, collateral, tools, training, and demand generation activities that directly impact the EMEAI region

Input to event planning (such as trade shows) and the execution of such for the segment within EMEAI

Work with technical counterparts to direct and / or author papers for presentation at industry conferences, or for publication in industry trades

Leadership

Work cooperatively with Management throughout EMEAI and Global Teams

Effective talent management, development, and succession planning

Manage limited resources in pursuit of the highest return on investment (ROI) within Heavy Equipment

Overcome internal barriers in achieving objectives

Interact with Segment, Technical, Sales, Manufacturing, Human Resources and Finance Directors

Track and report Segment results and activities within the region of responsibility

University Degree, MBA preferred

Minimum 7-10 Years in sales and / or marketing experience in B2B required

5 years coatings experience

Experience managing complex sales cycles (6-12 Months, Approval Required, Multiple Application sites)

European language in addition to English

Excellent verbal and written communication skills required

Experience with preferred

Travel requirements : 50% or more

Internal Vacancy Announcement
This vacancy is advertised exclusively for internal candidates, with a closing date of May 6th.

Please be aware that you can apply for any internal job offer after minimum one year in current role having previously informed your manager.

Please read the guidelines before handing in your application

All internal employees when applying for a role are required to upload their updated and their last 2 appraisals (which can be retrieved from HR Cloud).

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