Territory Sales Representative - Fort Wayne, IN

Territory Sales Representative

This position is responsible for increasing top line sales and profit through key, targeted Menards stores within an assigned territory. The territory consists of 3-5 Menards stores and supporting the professional customers shopping within the assigned territory. The Territory Sales Representative will provide business development and sales growth through training others, engaging with key decision makers, and providing retail service and marketing support to grow sales and develop brand awareness for Sherwin-Williams' brand portfolio at Menards.

This is a remote role and the candidate must be willing to relocate within 45 miles of Fort Wayne, IN.

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.

Responsibilities

The Territory Sales Representative will develop and implement business plans and business partnerships to capitalize on product opportunities. The Territory Sales Representative will also be responsible for growing professional segment sales through face to face selling and managing a large book of business containing professional customers. This includes prospecting for and converting new customers, managing key accounts, closing on opportunity accounts, and maintaining sales with existing accounts all through the utilization of our CRM tool Salesforce.

This territory will support the following areas: Fort Wayne and Warsaw, Indiana.

Major Tasks Performed:

• Driving top line sales growth of all Sherwin-Williams Brands by developing business partnerships with PRO and DIY end users within Menards locations.
• Develop and nurture business partnerships with DIY end users through in aisle selling and in store marketing events.
• Develop and nurture business partnerships with PRO end users through in aisle prospecting of qualified leads and additional phone and face to face sales calls in store and on the job site.
• Conduct product and program knowledge training sessions with Menards team members to increase support for our product lines and professional sales programs.
• Engage in professional, value-added business meetings with General Managers, Assistant General Managers, Department Managers and Assistant Department Managers during each store visit to Menards.
• Provide each store value-added service to include down stocking out of stocks and low items, maintaining planogram integrity, communicating promotions, and ensuring that pricing and in store signage is set appropriately.
• Assist Menards team members with tinting and shaking paint for sales to DIY and PRO customers.
• Continually promote and represent all Sherwin-Williams brand and product strengths to Menards associates, DIY and PRO customers discerning our competitive advantage and the competitor's weaknesses.
• Utilize our CRM tool, Salesforce to document all sales calls including store visits and sales calls to professionals. The Sales Representative will also gather and document competitor intelligence information within Salesforce.
• Develop and implement a successful annual business plan for assigned stores that meet or exceed sales and profitability goals.
• Plan and execute timely store sales calls to meet Menards vendor expectations.
• Effectively analyze, interpret, and communicate financial reports to Menards team members and internal stakeholders to engage in action planning to grow sales.

PRO Sales Support (30%)

• Engage with each Menards store's General Manager, Wallcoverings Department Manager, Pro Sales Manager, Building Materials Department Manager, or Sales Coordinator to identify qualified leads and plan strategic sales calls.
• Personally cultivate additional leads through in store and out of store prospecting.
• Make an appropriate number of sales calls daily as outlined by Sherwin-Williams leadership in our annual key performance indicators. Sales calls will be over the phone, in the aisles at Menards and on job sites.
• Effectively implement the Sherwin-Williams sales cycle during sales calls to include pre-call planning, building partnerships and following up on every sales call.
• Strategically manage a professional book of business to include Key accounts, Opportunity accounts, New accounts and Existing accounts to drive PRO sales growth.

Place additional sales call focus on strategic customer segments including.

• Professionals Who Paint
• Property Management
• General Contractors
• Rehab & Remodelers
• Commercial & Industrial
• Painting Contractors
• Government & Schools
• DIY Sales Support (70%)

• Engage with each Menards store's General Manager, Wallcoverings Department Manager, Pro Sales Manager, Building Materials Department Manager, or Sales Coordinator to identify sales and training opportunities and develop strategic plans to increase sales.
• Plan and execute strategic in aisle training of Menards team members during each store visit. Training sessions will include formal and informal product knowledge sessions with hands-on demonstrations to increase Menards selling skills and focus on Sherwin-Williams brands.
• Monitor in-store inventory levels and make inventory requests to maintain a satisfactory stock level to meet customer needs and drive sales growth.
• Service all Sherwin-Williams color chip racks to maintain a grand opening appearance.
• Take ownership of scheduling outside service with our Operations Manager to maintain lighting and things outside of the normal service we can provide.
• Install and maintain in aisle and cross merchandising locations of brochures, signage, and sales aides.
• Recovery of planograms and facing of products by down stocking, pulling items forward and putting up new orders. Remove damaged products from the planograms as needed.
• Respond to and resolve product and or service complaints at the store level.

Other Responsibilities

• Timely expense review, submittal, and management of expenses. Consisting of expenses incurred on your company credit card and or in the efficient management of color collateral to minimize merchandising expenses in the store.
• Assist other Sales Reps as needed with projects or key initiatives.
• Attend our annual National Sales Meeting, all required conference calls and local and non-local formal trainings as required.
• Be responsive in all internal and external customer facing communication. Answer and or return all phone calls and emails in a timely fashion.
• Complete required paperwork and reports in a timely manner. This includes but is not limited to mileage tracking, expense reporting.
• Manage special projects from small to large scope.
• Assist in setting new stores and store re-sets, as needed.

Qualifications

FORMAL EDUCATION:

Required:

• High School Diploma or GED

Preferred:

• Bachelor's Degree in business, Sales or Marketing

KNOWLEDGE & EXPERIENCE:

Required:

• 2 years of prior experience in sales, customer service, or retail big box home improvement operations.
• 1 year of training experience with retail audiences, both in person and using web-based training/presentation platforms
• 1 year of experience interpreting sales reports to action plan on sales growth opportunities.

Preferred:

• 1 year of prior sales management experience for a big box home improvement retailer.
• 1 year of prior experience selling face to face to contractors in the professional customer or B2B segment
• 1 year of experience working independently and executing assigned tasks and projects outside of a normal office setting.

TECHNICAL/SKILL REQUIREMENTS:

Required:

• 1 + year of experience using basic computer skills like Outlook, Teams, Word and or Excel.
• 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 have a valid, unrestricted Driver's License
• If internal to Sherwin-Williams, you must have received at least a "meets expectations" (3) rating on your most recent performance appraisal
• Must be willing to travel overnight
• Must have the ability to work a flexible work schedule. This includes overnight travel, evenings and weekends as needed.
• Must be able to operate an iPhone, iPad, and laptop.
• 1 year of experience working with basic computer fundamentals like loading software, diagnosing problems, reviewing Excel and PowerPoint documents.

Preferred: