Pro Sales Manager - Philadelphia, PA

Pro Sales Manager

The Pro Sales Manager (PSM) is responsible for managing and working with Pro Sales Representatives (PSRs) to grow, develop, maintain and manage the overall relationship with regional businesses, branches of national customers and existing business accounts on behalf of SW & Lowe's Pro-Services. The PSM is required to work directly with their Regional Sales Manager (RSM) on strategy and vision for their assigned region to drive sales and development of the PSR team. 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

Essential Job Functions

Sales

• Grow top line sales within assigned region and primary store by identifying trends to recommend promotions, training and other methods to RSM based on industry and competitor insights.
• Responsible for partnering with PSR team to drive and increase Pro business sales.
• Establish strong selling relationships with Key Decision Makers, Store Management, Market Directors, VPSO's, etc.
• Continually partner with Pro and Paint Department and PSR team to evaluate sales, opportunities and to promote and represent the brand and product strengths to Lowes associates, customers/contractors discerning competitive advantage and competitor's weaknesses.
• Utilize the CRM system to document sales activity.
• Partner with RSM to accomplish and prepare the Annual Grow Plan (AGP) for the region that meets or exceed sales & profit goals.

People Development & Training

• Train PSRs on products, systems, tools, and equipment. Product knowledge training should include proper demo execution, selling skills, product features, benefits, etc.
• Continuously evaluate team and provide impactful actionable feedback on performance; provide guidance in career progression and facilitate talent development of assigned team.
• Facilitate regional ongoing training with PSR's & others, as applicable.
• Partner with PSR's and appropriate individual(s) regarding all formal training sessions, providing guidance and support.

Management

• Direct management responsibility of Pro Sales Reps within the Region.
• Deliver cost effective and profitable solutions, responding quickly to all issues and opportunities.
• Partner with RSM to establish and set territories for PSRs, including assistance with prioritizing store routing.
• Performance management and employee development of PSRs through regular coaching/feedback, Sher-coach, ride along, performance appraisals, etc.
• Responsible for participating in the hiring & selection of employees.

Communication & Leadership

• Effectively build and strengthen relationships with all levels of Lowe's Field Management within the region.
• Foster a safety-minded culture through the development and implementation of safe working, driving and operational procedures.
• Coordinate efforts with RSM to ensure high quality delivery of our message, products, promotional programs and overall brand advantage throughout territory.
• Identify issues and key stakeholders involved. Recommend solutions and mobilize resources to achieve desired results.

Misc. Responsibilities

• Attend local and non-local training 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.

Qualifications

Education and Experience Requirements:

• At least 1-3 years of B2C and/or B2B Sales experience within retail or consumer goods industry; previous experience selling into Big Box stores strongly preferred.
• High School Diploma or GED
• Bachelor's degree or higher in Business Administration, Marketing, Finance strongly preferred
• Strong preference on a candidate that is willing to relocate for future roles.

Skill Requirements:

Sales Ability & Persuasiveness – Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, project or idea from Key Decision Makers and customer(s); questions and probes, establishes strategy, builds rapport, demonstrates capability and ultimately gains commitment.

Leadership – Ability to identify strategic needs, resource key projects and advise internal and external customers based on findings; demonstrates managerial courage; willing to be a change agent; ability to maintain composure and positive attitude in a fast-paced, deadline-driven environment.

Analytics – Ability to analyze and research operational and strategic information, sort‑through to determine what's important, and interpret accurately to determine appropriate actions. Strong analytical skills; ability to develop business insights and a clear point of view regarding future opportunities.

Strategic Planning – All aspects of planning, including internal alignment from the top‑down, and external alignment with merchant partners; strong business acumen. Excellent project management skills, highly detail oriented; proven ability to effectively manage multiple projects in a dynamic environment; working knowledge of P&L with ability to effectively develop and monitor budgets.

Consulting – Customer focused with a service mentality; ability to develop strong working relationships with key decision makers and business leaders, cross-functional teams within NA Consumer, external customers and key accounts; ability to influence all parties involved in order to gain the respect and support needed to ensure project or task completion.

Executional Excellence – Proven history of translating strategies, concepts and complex ideas into practical projects that are executed on-time and on-budget in order to drive growth.

Collaborative – Superior interpersonal skills; highly collaborative yet able to function independently; ability to influence all parties involved in order to gain respect, build credibility and gain support needed to ensure project or task completion.

Communications – Clear, concise, compelling, honest, and two-way; Proficient in both written and verbal communications; ability to understand and articulate complicated concepts in clear, concise terms.

Creativity – Ability to connect the dots, where others cannot, and create sustainable and impactful ideas and opportunities. Ability to solve old and new problems in new ways.

Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Outlook, etc.), with ability to learn new applications as needed.

Work Environment:

• Retail store environment, paint department specifically, in addition to contractor site visits, including new construction settings.
• Travel required within assigned region, including overnight travel, up to 85% of the time.

Physical Requirements:

• Positions in this class typically require: typing, talking, hearing, seeing and repetitive motions.
• Ability to climb, balance, stoop, kneel, crouch, crawl, reach, stand, walk, push, pull, lift, type, grasp, feel, talk, hear, see and perform repetitive motions; ability to climb a ladder.
• Ability to exert up to 50 pounds of force occasionally, and/or up to 20 pounds of force frequently, and/or up to 10 pounds of force constantly to move objects.
• May require prolonged standing in retail store environment.
• Ability to accurately distinguish color for the purpose of visual color matching and color recommendations.
• Licensed and physically capable of operating a motor vehicle (passenger car).

About Us

At Sherwin-Williams, our purpose is to inspire and improve the world by coloring and protecting what matters. Our paints, coatings and innovative solutions make the places and spaces in our world brighter and stronger. Your skills, talent and passion make it possible to live this purpose, and for customers and our business to achieve great results. Sherwin-Williams is a place that takes its stability, growth and momentum and translates it to possibility for our people. Our people are behind the strength of our success, and we invest and support you in:

Life … with rewards, benefits and the flexibility to enhance your health and well-being Career … with opportunities to learn, develop new skills and grow your contribution Connection … with an inclusive team and commitment to our own and broader communities It's all here for you... let's Create Your Possible

At Sherwin-Williams, part of our mission is to help our employees and their families live healthier, save smarter and feel better. This starts with a wide range of world-class benefits designed for you. From retirement to health care, from total well-being to your daily commute—it matters to us