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Job Summary: Drive sustainable sales growth by managing key accounts, building strong relationships, and identifying new business opportunities, ensuring customer satisfaction. Key Highlights: 1. Lead and empower strategic accounts for profitable growth. 2. Negotiate and close commercial agreements, managing complaints and objections. 3. Stay updated on technological advancements and regulatory requirements. FUNDAMENTAL PURPOSE: Drive sustainable sales growth through strategic management of key accounts, development of strong relationships with customers and distributors, and identification of new business opportunities. The role ensures customer satisfaction through deep knowledge of the product portfolio, specialized technical advisory, and effective implementation of commercial strategies aligned with corporate objectives. Additionally, it contributes to brand positioning in the market, optimizing coverage and market share in the PMC coating line segment. RESPONSIBILITIES: 1\. Key Account Management and Development * Lead and empower strategic accounts within the business unit, ensuring profitable and sustainable growth. * Build long-term relationships based on trust and deep understanding of customers’ technical and commercial needs. * Continuously evaluate account performance, anticipating risks and opportunities to maximize profitability and customer satisfaction. * Serve as the primary point of contact for senior customers, facilitating effective communication and resolution of complex issues. 2\. Commercial Agreement Negotiation and Closure * Negotiate with current and potential customers, manage complaints or objections, and close agreements that meet the sales budget and ensure expected profitability. * Monitor the customer portfolio, managing payment agreements to ensure effective closure of the sales cycle. * Update the CRM with accurate visit and activity information, generating reports for tracking and commitment fulfillment. 3\. Design and Presentation of Comprehensive Value Proposals * Prepare and present innovative technical and commercial proposals integrating complete protective and marine coating solutions tailored to each customer’s specific needs. * Collaborate closely with technical and platform teams to ensure compliance with quality standards and applicable regulations. * Use data analysis and market assessment to substantiate proposals and justify strategic recommendations. 4\. Commercial Goal Planning and Achievement * Build sales forecasts based on customer information to ensure inventory availability for sales and demonstrations. * Create frequent reviews and reports using portfolio and sales data to monitor the commercial process and ensure adherence to budget and defined goals. * Plan and execute sales strategies aligned with corporate objectives, monitoring key performance indicators (KPIs) and proposing corrective actions when necessary. 5\. Market and Competitive Analysis * Conduct market intelligence on competitor activities, informing the team to identify growth opportunities. * Analyze emerging trends, regulatory changes, and competitive moves that may impact the business. * Participate in defining and adjusting the product line’s market positioning strategy. 6\. Multidisciplinary Coordination and Project Leadership * Act as co\-leader in commercial and technical projects, coordinating efforts with internal departments such as marketing, logistics, production, and technical service to ensure proper execution and delivery of solutions. * Manage communication and negotiation with strategic partners to optimize resources and outcomes. * Provide informal guidance and support to less experienced colleagues, fostering a collaborative and continuously learning environment. 7\. Continuous Training and Development * Stay updated on technological advancements, international regulations, and best practices applicable to protective and marine coatings. * Design and deliver training programs for customers and distributors, ensuring appropriate and efficient product use. * Promote a culture of innovation and continuous improvement within the commercial team. 8\. Creative Problem Solving and Conflict Management * Report and participate in technical analysis of quality claims to ensure appropriate customer responses. * Apply originality and ingenuity to resolve complex problems during commercial or technical management, using an analytical, data\-driven approach. * Handle conflict situations with customers or internally in a professional manner, communicating difficult messages clearly and empathetically to preserve relationships and reputation. * Implement effective solutions that contribute to continuous process improvement and customer satisfaction. **About us:** **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 X. **The PPG Way 2030** **We are customer champions** Proactive. Bold. Trustworthy. Everything we do starts with our customers. We listen, move fast and don’t stop until we solve their biggest challenges. When our customers win, we all grow. **We act with purpose and speed** Agile. Data\-driven. Empowered. We take smart risks to stay ahead of the competition. We work proactively with agility, using quality data to develop solutions that create value. **We are excellent operators** Productive. Collaborative. Accountable. No matter our role, we identify problems, take ownership and always bring solutions. We are both proactive and responsive to drive continuous improvement and deliver results. We support our frontline, the faces of PPG to our customers. **We compete to win** Future\-focused. Driven. Ambitious. We are passionate about growing our business and winning with our customers. We deliver results, embrace new technologies and leverage agility and speed as strengths. **We are PPG proud** Strong. United. Passionate. We work safely, act with integrity and value our diverse perspectives. We celebrate achievements and take pride in the positive impact we create together to protect and beautify the world. At PPG we use AI in the hiring process to make the process more efficient. AI tools do not make hiring decisions. You can learn more by going to https://careers.ppg.com/us/en/candidate\-resources. 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 an adjustment due to a disability, please email recruiting@ppg.com. PPG pay ranges and benefits can vary by location which allows us to compensate employees competitively in different geographic markets. PPG considers several factors in making compensation decisions including, but not limited to, skill sets, experience and training, qualifications and education, licensure and certifications, and other organizational needs. Other incentives may apply. Our employee benefits programs are designed to support the health and well\-being of our employees. Any insurance coverages and benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents. Benefits will be discussed with you by your recruiter during the hiring process. 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.
