Sales Representative, Coil Coatings, TN

The Sales Representative executes sales strategies to grow market share through the development of relationships, close of new business, maintaining current customers, and effectively selling new Sherwin-Williams product technologies.

Performs moderate to advanced sales, market, and account management activities, with an emphasis on sales volume and customer growth. Responsibilities may include servicing customer business, developing sales and related business strategies, and developing relationships with site management, including upper management. The Sales Representative may require assistance on complex accounts, working with multiple levels of customer management, and managing a territory, region, or product group of moderate complexity or scope. 

Additional Details:

• This position is a field position and will be expected to travel at least 50% of the time
• 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 is also eligible for [bonus] [commissions] [long-term incentive compensation awards] based on performance and subject to the terms of the Company’s applicable plans. 
• This position is eligible for health benefits, such as medical, dental and vision coverage, Flexible Spending Accounts (FSAs), disability coverage, security, retirement and saving benefits. Additional benefits include a generous time away from work package, including personal leave, paid parental leave, medical leave, vacation, and holidays.
• Full-time regular employees not covered by a collective bargaining agreement are eligible for:
  • 0-10 paid holidays throughout the calendar year, including 1 floating holiday
  • In the year of hire, 3-13 paid vacation days, prorated based on hire date, including a minimum of 3 frontloaded paid “flex” days which can be used for unplanned absences, such as sick days.
  • Non-exempt employees will accrue paid sick leave at an accrual rate of 1 hour per every 40 hours worked
  • Employees will accrue paid sick leave at a rate of 1 hour per every 30 hours worked
  • 4 workweeks (on a 12-month rolling calendar period) of paid Military leave for employees who are absent from work due to service in the uniformed services
  • 5 days of paid Bereavement Leave following the death of an immediate family member and 3 days of paid Bereavement Leave following the death of any other family member
  • After one year of employment, two weeks of Paid Parental Leave following the birth, adoption, or placement of a foster child

1. Meet Financial Goals  

• Develop sales and related business strategies for the territory, region, or product group and requires some management oversight; sales area is generally moderate in size and scope, has a reasonable sales volume, and typically includes multiple business segments.  
• Consistently drive top-line sales to achieve territory, area, or regional financial goals  
• Increase market share to maximize sales and profits  
• Effectively understand and challenge competitor products and sales  
• Track, monitor, and maintain sales growth on weekly, monthly, and/or yearly basis  
• Achieve sales growth goals through current customers as well as through consistent development of new business  
• Negotiate pricing to meet customer needs and team financial goals  
• Analyze sales and market data to understand where to expand market share  

 

2. Prospect and Develop New Customers  

• Utilize the Sherwin-Williams Sales Process to develop plans to effectively understand and meet prospective customer needs  
• Develop contacts and relationships with new and existing customers to sell products, introduce new or alternative product lines, and grow sales; receives direction on complex accounts.
• Conduct demonstrations/trials to promote or sell product to new customer  
• Provide customer service when conducting customer calls/visits to gain new customers  
• Conduct cold calls/visits to ensure prospective customer understands current and new product  

 

3. Maintain Current Customers  

• Utilize the Sherwin-Williams Sales Process to develop strategic plans to effectively understand and meet current customer needs  
• Ensure retention of existing business by developing working relationships with site-management, including upper management, and performs related account management activities; utilizes technical service personnel to perform day to day account management activities when appropriate.
• Close customer deals in accordance with company policies and procedures  
• Provide customer service when conducting customer calls/visits to maintain current customer relationships and ensure satisfaction  
• Prioritize current customer calls/visits to ensure deals are closed  
• Partner with Technical Services Representatives to troubleshoot customer complaints and concerns  
• Build and maintain relationships with customers to gain trust and create positive view of the organization  

 

4. Manage Time Effectively  

• Plan current and future sales strategies to aid in goal achievement  
• Effectively use the Customer Relationship Management (Salesforce.com) system to prepare for and schedule customer calls, meetings, follow-ups, etc.  
• Coordinate customer visits and sales efforts with team members to ensure sales are maximized  
• Schedule and plan for meetings with internal departments to understand product composition, features, and functionality (e.g. Marketing, R&D)  
• Respond to questions and concerns from customers, applies a working understanding of product lines and application methods, and ensures customer satisfaction; receives direction from other personnel on a limited basis.  
• Serve as a lead to technical service representatives or other staff to perform account maintenance activities, which includes prioritizing and assigning work and determining work direction.  

Minimum Requirements: 

• Must be at least eighteen (18) 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 have a high school diploma or equivalent
• Must have the ability to travel as required
• Must have one (1) or more years of B2B industrial environment product/service sales experience 
• Must have Coil Coatings Product and Application Familiarity  

 

Preferred Qualifications:

• Have a bachelor's degree
• Have two (2) or more years of direct or adjacent industry sales experience
• Have a background in technology, technical service and/or customer service