Senior Territory Sales Representative

The Senior Sales Representative is required to grow top line sales for the Sherwin-Williams brand portfolio at assigned Menards stores within their assigned territory through implementing sales/marketing programs, sales calls to professional customers, training activities, service, and merchandising responsibilities. Duties also include assisting Regional Sales Manager, RSM, with development of the team through training counterparts, coaching counterparts, and providing feedback on training and sales cycle utilization. Implementing training initiatives within designated territory, conducting store grand opening demonstrations, and developing props for training purposes. Store count ranges between 5 - 9 stores. The training territory will range based on geography and training needs.

This is a remote role. Candidates must be located within Wisconsin.

Responsibilities:

Sales:

• Establish strong selling relationships with Menards/Dutch Boy store associates and store management
• Continually promote and represent the brand and product strengths to Menards/Dutch Boy associates, customers/contractors discerning our value proposition, competitive advantage, and competitor's weaknesses
• Utilize the CRM system to document sales calls and store visits. The Senior Sales Representative will also gather and document competitor intelligence information in the CRM
• Conduct contractor and store events to promote products and to increase sales
• Ensuring promotions, pricing, & signage is set appropriately in each store
• Prepare Annual Growth Plan (AGP) for assigned stores in territory to help meet or exceed sales & profit goals
• Communicate with Menards key team members on outside sales call scheduling
• Current Pro or Dual Sales Representatives will continue to schedule & conduct outside sales calls
• Target Customers:
  
  
  
  • Property Management
  • General Contractors
  • Rehab/Remodelers
  • Commercial/Industrial Accounts
  • Painting Contractors
  • Governmental Accounts/Schools
  
  
• Cultivate leads, qualify prospects, and if currently a Pro or Dual Sales Representative will continue to schedule and perform sales calls with customers
• Effectively implement the full Sherwin-Williams Sales Cycle
• Enter all sales call information into CRM system

Coaching:

• Understand Sherwin-Williams' Sales Cycle and how to utilize each stage to provide feedback and coaching to counterparts
• Attend training sessions, sales calls, and manager meetings with counterparts and provide coaching and feedback on what went well and how to drive sales and knowledge within store. Share provided coaching and feedback with RSM, to ensure alignment
• Sell in aisle with counterparts at other stores to provide coaching on how to excel within role
• Partner with RSM to understand coaching opportunities and create coaching plan for all employees within region

Training:

• Conduct product knowledge (PK) training sessions for current and newly hired Menards/Dutch Boy associates. Training should include features, benefits as well as selling skills and may include a demo of the products. Products include (Purdy, Bestt Liebco, Minwax, Thompson's Waterseal, White Lightning, and Dutch Boy Paint and Stains)
• Conduct sales training to current and newly hired Menards associates, as well as internal Sherwin-Williams Store Sales Reps (SSRs) and Pro Sales Representatives (PSRs)
• Conduct Menards Television broadcasts to promote our products to Menards management teams
• Promotional display training to Menards associates
• Dutch Boy Color Collection training & feature benefits training for Menards associates. Training should include how to conduct a "color conversation" with customers
• Train store associate on equipment (i.e., tinting machines)
• Conduct vendor trainings for new Menards stores
• Work with the Sherwin-Williams Sales Excellence team, RSM, and National Sales Manager on development and delivery of sales trainings and support for the field sales team
• Facilitate Sales Excellence training courses and topics, when applicable
• With partnership with the RSM, develop training ideas and props for all new product launches
• Conduct Train the Trainer training sessions with Sherwin-Williams SSR & PSR team at centralized locations
• Identify store training blitz or product knowledge opportunities using MicroStrategy or Weekly Sales Reporting
• Coaching and development sessions with SSRs
• In partnership with the RSM, facilitate Menards Rep new hire onboarding and training programs

Service:

• Respond to and resolve product/service/inventory issues at the store level
• Assist store associates with tinting/mixing paint, as needed
• Department review of all SW products. Review all products on shelf to ensure products are fully stocked and properly displayed. Replace defected products (dents, labels, etc.)
• Recovery and facing of products by down stocking, stocking shelves and putting up product orders
• Loading and maintaining software computer updates and equipment

Merchandising / Color Collateral / Displays:

• Maintain store signage, merchandising displays, color chip and color card stock
• Ordering inventory of collateral to ensure inventory is stocked

Misc. Responsibilities:

• P&L review & management for assigned territory. Review consists of expense management and tracking, collateral expenses & T&E
• Assist other Store Sales Reps, as needed
• Attend and when applicable facilitate conference calls
• Attend local and non-local trainings as required (i.e., Sales Excellence)
• Attend National Sales Meeting(s)
• Complete required paperwork/reports in a timely manner. This includes but is not limited to mileage tracking, expense reporting, etc.
• Assist in setting product planograms
• Manage projects from small to large scope
• Assist in setting new stores and store re-sets
• Manage training schedule for all reps in assigned area

FORMAL EDUCATION:

Required:

• Must have at least a High School diploma or GED

Preferred:

• Have a bachelor's degree from an accredited university in Business, Sales, or Marketing

KNOWLEDGE & EXPERIENCE:

Required:

• Must currently be working on the Sherwin-Williams National Accounts Menards Business Unit
• Must have at least 2 years of experience working as a Store Sales Representative, Dual Sales Representative, or a Pro Sales Representative on the Sherwin-Williams National Accounts Menards Business Unit
• Must have at least 2 years of experience conducting presentations
• Must have a valid, unrestricted driver's license
• Must be at least twenty-one (21) years of age
• Must be legally authorized to work in the country of employment without needing sponsorship for employment work visa status now or in the future
• Must be willing to work a flexible work schedule. This includes evenings and weekends with up to 9 Saturdays per year.
• If internal to Sherwin-Williams, you must have received at least a "meets expectations" (3) rating on your most recent performance appraisal

Preferred:

• At least 2 years of experience with P&L statements and budget management
• At least 1 year of experience calling on Pro Paint customers. This includes conducting outside sales calls with a Pro customer base.

TECHNICAL/SKILL REQUIREMENTS:

Required:

• Must have knowledge on how to operate the Menards in-store tinting machines
• Must be able to operate an iPhone, iPad and computer
• Must have at least one (1) year of experience using Microsoft Office products (e.g., Word, Excel, Power Point, Teams, and Outlook)

TRAVEL REQUIREMENTS:

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