DCM Account Manager - Industrial


The Dow Chemical Company, specifically Dow Coating Materials North America, has an opportunity for a Senior Account Manager with primary account responsibility for the Industrial Coatings components of The Sherwin Williams Company and secondary account responsibilities for Akzo Nobel, Axalta/Century, Royal Coatings, and others. This role reports to the NAA Commercial Director and will be located in a Virtual Office.

Dow Coating Materials is a business residing in the Infrastructure Solutions reporting unit for The Dow Chemical Company. Dow Coating Materials leads innovation in technologies that help advance the performance of paints and coatings. We offer a broad portfolio of binders, dispersants, rheology modifiers and surfactants for a wide variety of end markets. Highly experienced, full-service technical teams support our products, and we continue to strengthen our global supply chain through manufacturing excellence and reliable supply.
Essential Duties and Responsibilities:
  • Seeking new opportunities with our new technologies at smaller, beta accounts to help seed the programs.
  • The incumbent would report directly to the DCM Sales Director but would work closely with the global DCM Account Executive responsible for SW globally and interact significantly with marketing, technical service, and research.
  • The Senior Account Manager secures and accelerates growth in sales and profitability at major key accounts providing strategic leadership and direction to the business.
  • In addition, they would be responsible for promoting new technology at their key accounts, organizing customer meetings, to engage key stakeholders with Dow R&D to assist in getting traction with new technology.
Customer Management:
  • Effectively manage the Industrial accounts for Dow Coating Materials
    • Build customer relationships to multiple layers of the Customer and DCM
    • Negotiate supply contracts
    • Deliver a high level of service to customers
    • Resolve quality or service issues
  • Develop and execute against Account Plans for growth
    • Successfully defend and grow Dow Coating Materials share position
    • Collaborate closely with multi-functional teams (Technical Service, R&D, Marketing, Regulatory, Supply Chain, and Customer Service) to effectively interface with customers
    • Cross-sell with other Dow business to leverage existing customer relationships
  • Identify and develop commercial and technical selling projects Dow Coating Materials products in the North American at assigned customers
    • Work with customers to define un-met needs
    • Enter and track opportunities using the Dynamic CRM tool
    • Successfully convert opportunities to sales growth ($)
    • Launch new products into the market
Business Management:
  • Develop financial sales goals and reach business financial targets
    • Achieve volume and variable standard margin goals
    • Effective management of sales terms, credit, and accounts receivable
    • Create and work within budget guidelines for region
  • Understand the Industrial market, competitors, and technology
    • Maintain a high degree of knowledge of Dow Coating Materials technology
    • Develop an in depth understanding of the Paint and Coatings markets
    • Be a resource to the business on Competitive Intelligence
  • Work closely with related functions to foster customer satisfaction, optimize business operations, and deliver business results
    • Develop forecasts on anticipated customer product consumption
    • Provide demand data to Demand Planning to efficiently manage supply chain
  • Accomplish all assigned duties safely and in accordance with all Product Stewardship guidelines
  • Participate in regional sales meetings and programs
  • Participate in all key performance management activities - goal setting, Employee Development Plans, performance reviews, etc


  • Bachelors degree is required.
  • Demonstrated success in identifying and developing business opportunities into results.

  • Excellent verbal and written communication skills are required.

  • Domestic travel, up to 50% of the time, required.
  • A minimum requirement for this U. S. based position is the ability to work legally in the United States. No visa sponsorship/support is available for this position, including for any type of U. S. permanent residency (green card) process.

Preferred Qualifications:

  • Chemistry, Chemical Engineering, Technical degree, or Business Administration disciplines are preferred.
  • 8 years of technical sales or sales related experience desired.
  • Market facing business experience is preferred.

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