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JOBREQ1800037654 Requisition #

Are you passionate about leading great organization development initiatives? PPG Architectural Coatings may have the opportunity for you! As the Sr. Commercial Excellence Manager, you will act as a direct extension of the Zone General Manager/Division Sales Manager working directly with them and the Business Director to provide sales guidance, consulting & leadership. You will provide direction and strategy to the Regional & Zone/Division managers to drive sales and profit via the execution of the Commercial Excellence 4 “Cs”. You will mentor and support the commercial team primarily at the Division & Regional Manager level and below. Focus will be on Coaching the Coach, helping to support first line management with, including but not limited to:

  • Effective usage of ClientLink.
  • Identification of coaching opportunities based on ClientLink analytics.
  • Reinforcement of Sales & Product Training concepts and methodologies.

You will lead and mentor a team of individuals and will actively drive their direct reports and project teams to achieve specific Business objectives.

 

Key Responsibilities:

 

Connectivity Through Analytics:

  • Provide direction and strategy using Pipeline Measurement/Analytics, Sales Guidance, Consulting & Leadership, for Commercial Sales representatives to generate new business and maintain existing accounts therefore driving sales & profit in a nominated large market/region via ClientLink.
  • Develop account planning templates by market utilizing data that will enable our salespeople to manage their actions and strategies to achieve their sales goals.
  • Execute rep scorecards on CONNECTIVITY, CAPABILITY, COVERAGE, and COMPENSATION that managers can utilize to mentor and develop their salespeople.
  • Work closely with the ClientLink team to drive enhancements that will enable us to measure the desired behaviors throughout the sales process.
  • Execute and reinforce the performance and learning process, tools, concepts & content of ClientLink CRM to drive sales behavior.
  • Lead, collaborate and coordinate team strategic planning, selling, execution & metric support of activities across sales, operations as well as Cross-Business selling campaigns.
  • Support of Commercial Team to improve Net Promoter Score (NPS) metrics for the Business.
  • Responsible for development and motivation of sales staff.

Capability:

  • Drive a new sales training approach to focused subject matter that will position our sales team to meet key objectives
  • Focus on on-demand, virtual training opportunities to scale as quickly as possible and build a library of content
  • Ensure all training is aligned with overall Commercial Excellence team goals & objectives.
  • Support Sr. Product Specialist Manager Work Product Management, Portfolio Management and Marketing teams to drive relevant content to address proficiency skill gaps of the commercial team identified via the skills assessment platform, and product launch reformulations, rebrand and other releases.
  • Develop & drive KPIs of their Team to measure efficiency of training at identified levels.
  • Support onboarding checklist and education plan for all commercial new hires.
  • Develop, Deliver and help their team deliver sales skill training utilizing MHG sales methodology.
  • Deploy their respective Teams to support Field Training to the commercial teams on topics not limited to Product & Sales to as dictated by Learning & Development calendar and needs to be addressed by skills gap analysis
  • Develop and implement sales tools to help our salespeople meet their objectives.
  • Develop & own Coaching Playbooks focusing on improving the use of ClientLink Metrics and reinforcement of Sales & Product training concepts using field best practices
  • Work with CRM Infrastructure Sr. Manager to leverage the use of ClientLink Metrics, leveraging field best practices and analytics for Coaching Playbooks.
  • Support the Learning and Development calendar for targeted and prescriptive training.

Coverage:

  • Work closely with the Data & Insights team to make recommendations via the understanding of efficient coverage, market by market, to include roles, manpower, customer focus, and geographic representation as well as other identified factors.
  • Evaluate current coverage plan and make recommendations with optimal strategy and work closely with sales leadership and HR to implement changes
  • Make recommendations to respective Channel leadership on proper sales rep territory alignment and assignment.

Compensation:

  • Work with Director of Commercial Excellence to identify desired salesperson behaviors to ensure our sales teams are rewarded for creation of mutual customer value, and make recommendations to respective leadership on proper motivation and compensation profiles & plans.
  • Drive sales incentive plan understanding across commercial teams.
  • Work with HR on Compensation scorecards to drive anomaly awareness and alignment to leadership.
  • Identify gaps in current plans for consideration in future plans.

Qualifications:

  • A Bachelor’s degree in Business, Engineering or related field.
  • 5 years demonstrated experience in sales & support.
  • A deep understanding of current and emerging market trends.
  • Extensive analytical abilities and skills to evaluate and recommend alternative solutions.
  • Demonstrated ability to lead and effectively participate in teams.
  • Ability to work in a matrix organization with strong influencing skills.
  • Strong verbal and written communication skills, with an ability to express sophisticated technical concepts in audience appropriate terms.
  • Completion of all Miller Heiman Group training and Certification of MHG PSS training.

ABOUT US:

Here at PPG we make it happen, and we seek candidates of the highest integrity and professionalism who share our values, with the commitment and drive to strive today to do better than yesterday – everyday.

 

PPG: WE PROTECT AND BEAUTIFY THE WORLD™

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. To learn more, visit www.ppg.com and follow @ PPG on Twitter.


The PPG Way

Every single day at PPG:

 

We partner with customers to create mutual value.

We are insightful, dedicated and proactive. We have intimate knowledge of the market and our customers. We focus on practical solutions that make a difference.

 

We are “One PPG” to the world.

We are better and stronger together. We leverage our scale to reach new markets and introduce innovative technologies as we differentiate and disrupt our markets.

 

We trust our people every day, in every way.

We enable and empower our people to make the right decisions. We are inclusive, transparent and respectful. Our feedback is clear and actionable.

 

We make it happen.

We have a passion for winning. We achieve. We deliver with discipline and integrity. We bring our best energy to our work. We decide and act intelligently and quickly.

 

We run it like we own it.

We respect one another by being responsible and accountable. We always act in the best interest of our company, customers, shareholders and our communities.

 

We do better today than yesterday – everyday.

We continuously learn. We develop our people to grow our businesses.

 

PPG Way: (Click here to learn more about the PPG Way)

PPG vision: http://corporate.ppg.com/Our-Company/PPG-Vision.aspx

We are One PPG: http://one.ppg.com/

 

PPG provides equal opportunity to all candidates and employees.  We offer 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, marital status, veteran status, sexual orientation, gender identity or expression. If you need assistance to complete your application due to a disability, please email recruiting@ppg.com.

 

PPG values your feedback on our recruiting process. We encourage you to visit Glassdoor.com and provide feedback on the process, so that we can do better today than yesterday.

 

Benefits will be discussed with you by your recruiter during the hiring process.

 

Pay Transparency poster: https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_ English_formattedESQA508c.pdf

EEO is the Law: https://www.eeoc.gov/sites/default/files/migrated_files/employers/eeoc_self_print_poster.pdf

EEO is the Law Supplement: http://www.eeoc.gov/sites/default/files/migrated_files/employers/eeoc_gina_supplement.pdf

 

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