Sales Representative, Industrial Wood Coatings
Company: The Sherwin-Williams Company
Location: Cleveland
Posted on: April 16, 2024
Job Description:
Sales Representatives initiate and manage relationships with
customers and serve as the point of contact for the Company. This
position will be responsible for developing Wood coating sales in a
specific geographic territory. In this position, you will secure
new accounts while maintaining existing customer accounts. You will
utilize professional selling tools for pre-call planning and
documenting sales calls. You'll develop a territory market
strategy, as well as conduct product demonstrations and competitive
product comparisons.
CORE RESPONSIBILITIES AND TASKS
- Achieve or exceed sales budget.
- Achieve or exceed margin contribution budget.
- Maintain expenses at or below budget.
- Increase gallon growth.
- Grow opportunity account sales.
- Collect reliable customer/territory information and estimate
individual customer potential.
- Conduct competitive product testing and comparisons to S-W and
identify current competitors' strengths and weaknesses and S-W's
competitive advantage.
- Develop territory market development plan and obtain
approval.
- Develop a strategy to sell target customers and identify items
or product categories that require specific attention in support of
this strategy.
- Develop weekly selling plan and conduct sales calls
accordingly, occasionally in conjunction with servicing
Store/Facility Manager.
- Determine where customer is in the overall selling process and
what steps are necessary to move the process along.
- Conduct product demos to support the selling process.
- Obtain information necessary to open a new account and
communicate to credit office.
- Access product/technical information to support customers'
application requirements.
- Complete required call and expense reports on a timely
basis.
- Identify sources of sales leads and follow through on leads
provided by store/Facility personnel as appropriate.
- Understand servicing store/Facility's strengths and weaknesses
and communicate effectively with staff members to ensure that
commitments made are within the store's capabilities.
- Identify products and quantities that must be carried in
inventory to support customer needs and communicate this to
store/Facility.
- Identify potential problems and work with Store/Facility
Manager to resolve.
- Handle customer complaints within lines of authority and manage
process to resolution.
- Assist Store/Facility Manager in resolution of product supply
problems.
- Conduct customer surveys.
- Assist in servicing stores/Facilities' physical
inventory.
- Service existing accounts to insure continued loyalty.
- Other duties as assigned.
FORMAL EDUCATION:
Required:
- High school education or equivalent is required.
Preferred:
- Bachelor's degree in a business-related field.
KNOWLEDGE & EXPERIENCE:
Required:
- Strong communication and interpersonal skills and the ability
to work with all levels of internal and external contacts. Ability
to interface effectively with sales, technical and manufacturing
management required. Training and utilization of project management
techniques, value selling, and six sigma tools required.
Preferred:
- Knowledge of the wood adhesives market.
- Ability to identify specific wood adhesives users, knowledge of
wood coatings (surfacers, stains, pigmented finishes, sealers) used
in this marketplace, and applications of these coatings as well as
different wood species and the preparation of these surfaces.
PHYSICAL REQUIREMENTS:
- Must be able to sit, stand, hear, and see on a constant
basis.
- Must be able to walk, write, and type on a frequent
basis.
- Must be able to lift and carry up to 75 pounds.
- Must be able to climb and descend stairs.
- Must be able to bend, carry, reach, push, and pull on an
occasional basis.
- Must be able to communicate verbally and in writing.
- May work indoors and outdoors as needed. Exposure to heat up to
120 degrees and cold to 0 degrees.
- May work in areas where noise level is such that hearing
protection is required.
- May work in areas where toxic, flammable, and hazardous
materials are present.
- May be exposed to varying amounts of dust and dirt.
- Work surfaces may include concrete.
- Employee must be able to tolerate non-toxic paint odors and be
able to wear a respirator as required.
- Employee must be able to operate a computer and communicate via
telephone.
- Some travel to other locations, meetings and/or seminars is
required.
TECHNICAL/SKILL REQUIREMENTS:
Required:
- Proficiency with Microsoft Office Applications
Preferred:
- Proficiency with
TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL
OFFICE LOCATION)
Keywords: The Sherwin-Williams Company, Cleveland , Sales Representative, Industrial Wood Coatings, Sales , Cleveland, Ohio
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