Sales Excellence Director, Automotive Finishes Division

The Automotive Sales Excellence Director is responsible for establishing and setting the strategic vision of sales effectiveness for the Automotive Finishes Division. This individual will take a proactive approach in developing and implementing learning to upskill the Automotive workforce. This leader will also shape the strategy, governance, and support execution of the Salesforce.com CRM platform and integrated LMS and selling tools.

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company’s staff, employees, and business relationships.

Sales Team Metrics:

• Connect with the V.P. Sales, North America to determine metrics relevant to sales growth including sales call volume, closed/won sales, lost customers, silent walkers, Sales Frequency reporting among others.
• Communicate relevant sales metrics to Region Sales Directors and Area Sales Managers along with the tools for measurement – Sales Frequency Report, Install Report, CRM Dashboards
• Monitor lead and lag measures and report those regularly to sales leadership

Business Planning

• Create and update Business Planning tools outlining relevant existing & at-risk business along with opportunities:
• Sales Territory Business Plan spreadsheet
• Area Sales Manager Business Plan Roll-up
• Sales Director Region Business Plan Roll-up
• Create and communicate the schedule for Business Plan completion (annual) and update (quarterly)
• Attend and participate in Area Business Plan presentation meetings

Learning and Development:

• Collaborate with PCG Learning & Development team, AFD HR Director, and AFD Director of Training to create and deliver impactful learning experiences for Sales Representatives, Sales Managers, Branch Managers, Assistant Branch Managers and Technical Representatives. Training experiences and programs include:
• Sales Reps
• Onboarding
• Foundations of Selling
• Value Selling
• Advanced Negotiations
• Branch Staff
• Branch Fundamentals 1 & 2
• Area & Other Sales Managers
• Professional Fundamentals
• Tech Reps
• New training TBD
• Create and manage the framework for training experiences from onboarding through seasoned sales rep status.
• Regular review and update of training content
• Present and facilitate sales training
• Foundations of Selling
• Value Selling
• Professional Fundamentals
• Create digital training in a digital Learning Management Program (currently MindTickle)

Sales Manager Development:

• Plan regular field work (~6x+ per year) to connect with Sales Directors, Area Sales Managers, Sales Representatives, Tech Reps and Branch Staff. Gain insights on market conditions, changes, customer needs, training and tools needed for support.
• Designate time specifically for connecting with ASMs on these visits to focus on their needs and development.
• Lead the ongoing update and development of Sales Manager training. Connect with Corporate and PCG L&OD staff to illustrate a clear development path for sales managers
• Professional Fundamentals
• Maintain and update content
• Create digital content for consumption on-demand
• Provide tools needed to support Sales Manager effectiveness
• Coaching tools in Learn
• Sales Training reinforcement
• Tools to support ride-along visits with Sales Reps

Customer Relationship Management (CRM)

• Lead CRM Manager in maintenance and improvement of current CRM platform (Salesforce.com)
• Identify needs for new dashboards, reports and campaigns in CRM
• Collaborate with CRM manager for the development and implementation of new functionality
• Pitch
• Learn
• Coaching
• Represent the Automotive Division in the Customization and implementation of a new CRM Platform (Microsoft Dynamics).
• Maintain regular communications with CRM Manager and PCG CRM team
• Identify needed functionality for Automotive Finishes
• Consider implications of A.I. for this platform and available insights from it
• Lead the change management process from the old to the new platform (Q3-Q4 2025)
• Create functionality that will maximize user adoption
• Ensure sales reporting systems connect to provide accurate sales data

Marketing Collaboration

• Connect with Marketing leaders to understand and collaborate on Marketing Programs and initiatives. Connect Marketers with Sales Ex programs and initiatives:
• Segment growth initiatives
• New Product launches
• Channel Opportunities
• Sales Communications
• Lead Generation

Executive Connections

• Plan and hold monthly executive updates on all Sales Excellence initiatives
• Present past and current sales metrics connected to sales results
• Prioritize Sales Ex. Projects

Other:

• Connect with Marketing and Sales Staff on the specific needs of segments served:
• Dealership, Commercial Vehicle Refinish, Independent Shop, MSO and Distributors
• Present breakout content at the National Sales Meeting
• Collaborate regularly with global counterparts to keep Sales Excellence initiatives consistent across geographies and accelerate global sales growth.
• EMEAI
• LATAM
• APAC
• Support pricing adjustments with collateral (PowerPoint presentations, PDFs, Industry Statistics etc.) and training to maximize pricing effectiveness
• Plan selling events – Lead campaigns, Sales Blitz etc. to support changing market conditions
• All other duties as assigned

FORMAL EDUCATION: 

Required:

• High School Diploma or equivalent

Preferred:

• Bachelors Degree (preferably in business or the learning space)

KNOWLEDGE & EXPERIENCE:

Required:

• Sales and account management or marketing experience
• Training and development experience
• Sales Excellence programs and implementations

Preferred:

• Project Management

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

50%

Here, 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. Sherwin-Williams values the unique talents and abilities from all backgrounds and characteristics. All qualified individuals are encouraged to apply, including individuals with disabilities and Protected Veterans. We’ll give you the space to share your strengths and we want you show us what you can do. You can innovate, grow and discover in a place where you can thrive and Let Your Colors Show! 

At Sherwin-Williams, part of our mission is to help our employees and their families live healthier, save smarter and feel better. This starts with a wide range of world-class benefits designed for you. From retirement to health care, from total well-being to your daily commute—it matters to us. A general description of benefits offered can be found at http://www.myswbenefits.com/. Click on “Candidates” to view benefit offerings that you may be eligible for if you are hired as a Sherwin-Williams employee.

Compensation decisions are dependent on the facts and circumstances of each case and will impact where actual compensation may fall within the stated wage range. The wage range listed for this role takes into account the wide range of factors considered in making compensation decisions including skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.

The wage range, other compensation, and benefits information listed is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable federal, state, and local laws including with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act where applicable.

Sherwin-Williams is proud to be an Equal Employment Opportunity/Affirmative Action employer committed to an inclusive and diverse workplace. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract.

As a VEVRAA Federal Contractor, Sherwin-Williams requests state and local employment services delivery systems to provide priority referral of Protected Veterans.

Please be aware, Sherwin-Williams recruiting team members will never request a candidate to provide a payment, ask for financial information, or sensitive personal information like national identification numbers, date of birth, or bank account numbers during the application process.

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