The Global Accounts Director, Industrial Coatings is a critical leadership role within the Industrial Coatings Strategic Business Unit (SBU), responsible for managing and growing the SBU's largest Global Key Accounts. This role is part of the Industrial Coatings global leadership team and serves as the primary liaison between PPG and its largest global customers worldwide. The Director will lead a team of approximately 12 employees, including 3-4 managers, and will drive sales and margin growth through strategic account management, negotiation, and collaboration with regional General Managers and cross-functional teams. Additionally, this role is responsible for identifying and developing new global accounts (Whales) that currently have minimal or no business with PPG.
Key Responsibilities
* Establish, maintain and elevate strong, trusted relationships with large global key accounts across all regions (Americas, EMEA, APAC) across all customer verticals.
* Drive expansion of PPG's strategic presence through targeted coatings programs and deep customer collaboration across digital, operations, and sustainability initiatives.
* Develop and execute comprehensive strategic account plans to drive sales growth, margin improvement, and customer satisfaction.
* Identify and pursue new global key accounts that are either not current PPG customers or have limited purchases, expanding PPG's footprint in the Industrial Coatings market.
* Lead complex negotiations and contract renewals with key customers, ensuring mutually beneficial agreements.
* Collaborate closely with regional sales teams, strategic marketing, product management, and S&T to align strategies and meet customer needs.
* Act as the primary point of contact for senior stakeholders at key accounts, resolving issues promptly and ensuring a high level of customer service.
* Monitor account performance metrics and provide regular reporting and insights to the leadership.
* Manage and develop a high-performing team of Global Key Account Managers (GKAMs), fostering a growth mindset and culture of continuous improvement and engagement.
* Work effectively in an overlay sales role, collaborating with Regional General Managers to ensure alignment and maximize account growth opportunities.
Team Leadership
* Lead and enable the Whale Accounts development strategy by aligning closely with regional commercial organization and orchestrating global coordination to expand reach and penetration with priority customers.
* Lead a team of approximately 12 employees, including 3-4 managers, across regions.
* Motivate, develop, and nurture team members to achieve individual and collective goals, in line with SBU strategy.
Qualifications and Experience
* Bachelor\'s degree required; master\'s degree preferred in business, marketing, or related field.
* Minimum 15 years of experience in key account management or related roles, preferably within the paints, coatings, or chemicals industries.
* Proven track record of managing large global accounts with revenue responsibility around $250 million USD.
* Demonstrated success in driving sales and margin growth through strategic account management.
* Strong negotiation skills, particularly with senior-level customer stakeholders.
* Experience managing and developing teams in a global, matrixed organization.
Skills and Competencies
* Exceptional customer management skills, with the ability to build and maintain relationships at senior levels within customer organizations.
* Strong collaboration skills to work effectively with regional General Managers and cross-functional teams in an overlay capacity.
* Excellent communication, presentation, and interpersonal skills.
* Strategic thinker with the ability to develop and execute account plans aligned with business objectives.
* Comfortable working in a fast-paced, dynamic global environment with significant travel (approximately 50%).
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.
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