Job Information
The Sherwin-Williams Company Senior Sales Representative in Cleveland, Ohio
CORE RESPONSIBILITIES AND TASKS Achieve or exceed sales budget. Achieve or exceed margin contribution budget. Maintain expenses at or below budget. Increase gallon growth. Grow opportunity account sales. Collect reliable customer/territory information and estimate individual customer potential. Conduct competitive product testing and comparisons to S-W and identify current competitors' strengths and weaknesses and S-W's competitive advantage. Develop territory market development plan and obtain approval. Develop a strategy to sell target customers and identify items or product categories that require specific attention in support of this strategy. Develop weekly selling plan and conduct sales calls accordingly, occasionally in conjunction with servicing Store/Facility Manager. Determine where customer is in the overall selling process and what steps are necessary to move the process along. Conduct product demos to support the selling process. Obtain information necessary to open a new account and communicate to credit office. Access product/technical information to support customers' application requirements. Complete required call and expense reports on a timely basis. Identify sources of sales leads and follow through on leads provided by store/Facility personnel as appropriate. Understand servicing store/Facility's strengths and weaknesses and communicate effectively with staff members to ensure that commitments made are within the store's capabilities. Identify products and quantities that must be carried in inventory to support customer needs and communicate this to store/Facility. Identify potential problems and work with Store/Facility Manager to resolve. Handle customer complaints within lines of authority and manage process to resolution. Assist Store/Facility Manager in resolution of product supply problems. Conduct customer surveys. Assist in servicing stores/Facilities' physical inventory. Service existing accounts to insure continued loyalty. Other duties as assigned. RESPONSABILITES ET TACHES PRINCIPALES Atteindre ou depasser le budget de ventes. Atteindre ou depasser le budget de contribution de marge. Maintenir les depenses au niveau du budget ou en dessous. Augmenter la croissance en gallons. Augmenter les ventes des comptes d'opportunites. Collecter des informations fiables sur les clients/territoires et estimer le potentiel de chaque client. Realiser des tests comparatifs de produits avec ceux de la concurrence et identifier les forces et faiblesses des concurrents actuels ainsi que l'avantage concurrentiel de S-W. Developper un plan de developpement du marche du territoire et obtenir son approbation. Developper une strategie pour vendre aux clients cibles et identifier les articles ou categories de produits necessitant une attention particuliere pour soutenir cette strategie. Developper un plan de vente hebdomadaire et effectuer les appels de vente en consequence, parfois en collaboration avec le gerant de magasin/installation. Determiner ou en est le client dans le processus de vente global et quelles etapes sont necessaires pour faire avancer le processus. Realiser des demonstrations de produits pour soutenir le processus de vente. Obtenir les informations necessaires pour ouvrir un nouveau compte et les communiquer au bureau de credit. Acceder aux informations produits/techniques pour soutenir les exigences d'application des clients FORMAL EDUCATION: Required: High school education or equivalent is required. Preferred: Bachelor's degree in a business-related field. KNOWLEDGE & EXPERIENCE: Required: Strong communication and interpersonal skills and the ability to work with all levels of internal and external contacts. Ability to interface effectively with sales, technical and m
