- Support, develop and strengthen business relationships, at the district level, with area general contractors as implemented by Sherwin-Williams, including architects, purchasing directors and field level supervision.
- Develop a strategy to sell opportunity general contractors and identify items or product categories that require specific attention in support of this strategy.
- Support, develop and strengthen field level relationships with paint contractors (sub- contractors) that conduct business with general contractors that have contracted agreements with Sherwin-Williams.
- Develop a weekly selling plan and conduct sales calls accordingly, occasionally in conjunction with servicing Store/Branch Managers and/or Commercial Sales Director with call activity documented in Shercall and submitted to the District Office weekly.
- Assist in determining color and design needs of assigned key general contractors and advise district management and appropriate national account executive if support needed.
- Determine where customers are in the overall selling process and what steps are necessary to move the process along.
- Collect reliable GC information, including annual projected project starts and closings within the target market.
- Conduct competitive product testing and comparisons to Sherwin-Williams and identify current competitors' strengths and weaknesses and Sherwin-Williams competitive advantage.
- Play an active role in training GC accounts, supporting paint contractors, Sherwin-Williams employees and other market related organizations/customers when the topic of commercial coatings and/or application techniques are discussed.
- Conduct product demos to support the selling process.
- Access product data and technical information to support customers' application requirements.
- Actively participate in key GC associations in target markets to include participation on supplier related committees and advisory boards. Coordinate activity with local Sherwin- Williams staff to ensure that we maximize our sales potential.
- Manage customer complaints within lines of authority and manage process to resolution.
- Understand servicing stores' strengths and weaknesses and communicate effectively with the appropriate staff members to ensure that commitments made are within the store's capabilities.
- Complete required Shercall and expense reports on a timely basis.
- Assign correct territories to projects in Dodge and My Projects. Follow up with updates and pertinent information regarding the sales representatives tracking progress.
- Create new projects for ones that do not populate in our Dodge and My Project database.
- Utilize GovWin, Dodge, My Projects to track all projects. Track win/loss of each project and input information for customer account, job account, price quote, and project submittals on My Projects.
Responsibilities
NATURE OF POSITION:
1. Position location within the organization (Identify title this position reports to,
other positions reporting to same title, positions reporting to this position)
This position reports to Commercial Director, Sales
2. ORGANIZATION OF SUBORDINATE ACTIVITIES (SUPERVISORY POSITIONS ONLY)
List the title and summarize each exempt subordinate position's
purpose/function. List titles only for non-exempt subordinate positions.
N/A
3. MAJOR TASKS PERFORMED BY THIS POSITION
3a. Essential Functions
Call on target accounts jointly identified by the individual along with District Managers, Sales Managers and Reps.
Actively participate in key GC Associations in target markets to include participation on supplier-related committees and advisory boards. Coordinate activity with local people to ensure Sherwin-Williams maximizes our sales potential.
Collaborate with local Reps in target markets to maintain knowledge of field activity, evaluate competitor products/services, and develop relationships with key Painting Contractors working for target accounts.
Play an active role in meeting and training sessions for Sherwin-Williams or market related organizations/customers when the topic of architect coatings specifications or products are discussed.
Monitor and follow-up within the District, as well as across District boundaries, to ensure specifications obtained culminate in actual sales.
3b. Physical Activities/Capabilities Required to Perform the Essential Functions.
Employee will spend approximately 10% of the day driving, 60% sitting and 30% walking or standing.
Employee must be able to drive a car since this position requires traveling to customers' offices and job sites.
Employees may be required to lift and carry up to 50 lbs. Frequently and up to 100 lbs. on occasion.
Must be able to perceive the difference in color.
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3. MAJOR TASKS PERFORMED BY THIS POSITION (Con't)
3c. Incidental Functions.
Supply information to the Commercial Sales Director regarding activity results and plans.
Assist branch manager in resolution of product supply problems.
Work with division marketing in evaluating product performance, establishing needs and on-going observation of competition.
Coordinate new product and program introductions to General Contractors.
Conduct annual customer surveys and market analysis.
Knowledge of construction project management.
Knowledge of tools like Dodge and My Projects.
Excellent communication, organization, and presentation skills.
Proficiency in Excel, PowerPoint.
Other duties as assigned.
Qualifications
DECISION MAKING AUTHORITY
May influence or coordinate specification needs for General Contractors and has authority to establish specifications within approved guidelines.
5. CONTACTS INSIDE/OUTSIDE ORGANIZATION
Vice President, Sales Commercial Reps Designers District Managers Painting Contractors Specifiers Commercial Sales Director General Contractors Architects
PRINCIPAL ACCOUNTABILITIES
Promotion of Sherwin-Williams specifications for proprietary or equal trade name listing on every possible architecturally designed product.
Monitor and follow-up key leads within the Division as well as cross-divisional boundaries so that the sales lead culminates in actual sales to painting contractors through branches.
Direct and indirect sales to General Contractors and owners through stores.
Establishment of new commercial business.
Improvement of Win/Loss ratio through territory assignment and project tracking.
About us
Here, we believe there's not one path to success, we believe in careers that grow with you. Whoever you are or wherever you come from in the world, there's a place for you at Sherwin-Williams. We provide you with the opportunity to explore your curiosity and drive us forward. Sherwin-Williams values the unique talents and abilities from all backgrounds and characteristics. All qualified individuals are encouraged to apply, including individuals with disabilities and Protected Veterans. We'll give you the space to share your strengths and we want you show us what you can do. You can innovate, grow and discover in a place where you can thrive and Let Your Colors Show!
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. A general description of benefits offered can be found at http://www.myswbenefits.com/ . Click on "Candidates" to view benefit offerings that you may be eligible for if you are hired as a Sherwin-Williams employee.
Compensation decisions are dependent on the facts and circumstances of each case and will impact where actual compensation may fall within the stated wage range. The wage range listed for this role takes into account the wide range of factors considered in making compensation decisions including skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
The wage range, other compensation, and benefits information listed is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable federal, state, and local laws including with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act where applicable.
Sherwin-Williams is proud to be an Equal Employment Opportunity/Affirmative Action employer committed to an inclusive and diverse workplace. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract.
As a VEVRAA Federal Contractor, Sherwin-Williams requests state and local employment services delivery systems to provide priority referral of Protected Veterans.
Please be aware, Sherwin-Williams recruiting team members will never request a candidate to provide a payment, ask for financial information, or sensitive personal information like national identification numbers, date of birth, or bank account numbers during the application process.
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