Sales Representative Multi-Family - Territory 75Q997

The Sherwin-Williams Company; Virginia Beach (VA); On-site; USD 65,000 - 90,000; Full time

Job summary

The Sherwin-Williams Company is seeking a results-driven sales professional for regional account management. The role focuses on building relationships with multi-family and senior living properties, expanding paint and floorcovering spend, and increasing account penetration.

Responsibilities include developing daily and weekly call plans, conducting product demonstrations, coordinating with credit staff, and resolving customer issues.

Qualifications

• Must be 18 years or older.
• High School diploma or GED required.
• Legal right to work in the U.S. without sponsorship now or in the future.
• Valid unrestricted Driver's License.
• Lift up to 50 lbs frequently and up to 70 lbs occasionally.
• Must have 5+ years of outside sales experience.
• Ability to work all scheduled hours as needed.
• Some travel to other locations, meetings and/or seminars is required.
• Preferred: 3+ years selling to multi-family property management or related products.

Responsibilities

• Build and maintain sales relationships with properties (multi-family and senior living).
• Increase the number of assigned accounts actively purchasing each year.
• Grow share of wallet by increasing paint gallons and floorcovering spend.
• Develop and execute daily and weekly call plans using customer data and internal tools.
• Conduct product demonstrations to support customer solutions.
• Coordinate and communicate with credit personnel to support growth and resolve issues.
• Maintain territory records and complete expense reports in a timely manner.
• Utilize SherCall and Call Calendar to document activity and plan next steps.

Skills

Outside sales

Account management

Customer relations

Territory management

Sales planning

Product demonstrations

Travel

Communication skills

Cross-functional collaboration

Education

High School diploma or GED

Bachelor’s degree in business (preferred)

Tools

SherCall

Call Calendar

Job description

This position's typical schedule is 40 hours per week, which may include evenings and/or weekends.

This position is also eligible for bonus based on performance and subject to the terms of the Company's applicable plans.

Job duties involve contact with customers, which may include minors; and access to cash and other payment methods, electronic equipment, personal information, store merchandise and other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company's customers, staff, employees, vendors, contractors, and the general public.

This position may require 70% travel.

• Build and maintain sales relationships with individual properties (multi-family and senior living).
• Increase the number of assigned accounts actively purchasing each year.
• Grow share of wallet within assigned accounts by increasing paint gallons and floorcovering spend.
• Identify ways to deepen business relationships with customers.
• Conduct customer surveys.
• Manage multiple accounts, leveraging organizational relationships to build value and shorten the sales cycle.
• Handle customer complaints within authority and manage resolution processes.
• Develop and execute daily and weekly call plans using available customer data and internal tools.
• Complete and maintain a territory SherPlan, making revisions and updates throughout the year.
• Develop strategies to grow sales and profitability with key, opportunity, new, and existing customers.
• Identify product categories requiring focused attention to support growth strategies.
• Collect reliable customer and territory information and estimate customer potential.
• Identify sources of sales leads and follow up on leads provided by store/branch personnel.
• Maintain established levels of customer face-to-face sales call activity.
• Conduct disciplined pre-call planning and execute sales calls accordingly.
• Evaluate call effectiveness and establish next steps following each customer interaction.
• Determine each customer's position within the sales process and identify actions required to advance opportunities.
• Conduct product demonstrations to support customer solutions.
• Obtain information required to open new accounts and coordinate with credit personnel to support business growth.
• Work with customers to develop programs and product specifications.
• Access and utilize product and technical information to support customer applications and requirements.
• Conduct competitive product comparisons and identify competitor strengths, weaknesses, and Sherwin-Williams competitive advantages.
• Assist Store/Branch Managers in resolving product supply issues.
• Coordinate and conduct sales activities with RAEs, NAEs, and other sales representatives to serve customers and advance sales opportunities.
• Understand servicing store/branch capabilities and effectively communicate with staff to ensure customer commitments can be fulfilled.
• Identify opportunities and issues and collaborate with Store/Branch Managers to support positive outcomes.
• Utilize SherCall and Call Calendar tools to record activity and document next steps.
• Complete expense reports in a timely manner.
• Maintain accurate customer, sales, and territory records.
• Follow all procedures related to the handling, storage, labeling, spill response, disposal, and documentation of hazardous materials and waste.
• Assist servicing stores/branches with physical inventory activities.

Minimum Requirements

• Must be at least 18 years of age.
• Must have at least a High School diploma or GED.
• Must have the legal right to work in the country of employment without needing sponsorship now or in the future for employment visa status.
• Must have a valid unrestricted Driver's License.
• Must be able, with or without reasonable accommodation, to retrieve material from shelves and floor stacks and lift and carry up to 50 lbs. frequently and up to 70 lbs. on occasion.
• Must have at least (5) years of outside sales experience.
• Must have the ability to work all scheduled hours as needed.
• Must have the ability to develop new business and expand existing customer relationships.
• Must be able to collaborate across multiple functions to support customer needs and business objectives.
• Some travel to other locations, meetings and/or seminars is required.
• If usage of employee's own vehicle is required, employee must obtain appropriate insurance as defined by Corporate Policy.

Preferred Qualifications

• Have a bachelor's degree in a business-related field.
• Have 3 (three) years selling to multi-family property management customers and/or experience selling floorcovering, paint, or related building products.
• Have 3 (three) years of experience selling paint, floorcovering, building products, or related products/services.