Territory Sales Representative - Champaign, IL

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.

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: Champaign, Illinois, Forsyth, Illinois, Normal, Illinois and Danville, Illinois.  

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