Sales Representative- General Industrial

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

FORMAL EDUCATION:

Required:

• High school education or equivalent is required.

Preferred:

• Bachelor’s degree in a business-related field.

 

KNOWLEDGE & EXPERIENCE:

Required:

• Must have a valid state issued driver's license.
• Must be legally authorized to work in country of employment without sponsorship for employment visa 
• status.
• Must be able to retrieve material from shelves and floor stacks and carry up to 50 lbs.
• Must have a high school diploma or equivalent.
• 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 manufacturing management required. 
• Training and utilization of project management techniques, value selling, and six sigma tools required.
• 1-3 years business to business sales experience.
•  Ability to travel (occasionally overnight) as needed
•  Ability to maintain a discipline in pre-call planning daily and monthly activity to ensure time is maximized and the territory business plan is being executed.
•  Demonstrated knowledge in the Industrial Coatings Segment.
• Knowledge of and capable of using sales excellence methods in sales calls and time management.
• Ability to evaluate growth and improvement opportunities and establish a strategic direction taking into 
• consideration resources, constraints, and organizational values.
• Experience and proven success in conducting outside sales calls on commercial and wholesale accounts to 
• build new business and increase existing business.
• Excellent wholesale customer service skills, including problem solving and handling customer complaints 
• within lines of authority and manage process to resolution.
• Demonstrated leadership qualities, including professional presence and exhibiting confidence with 
• customers.

Preferred:

•  Knowledge of the metal and plastic coatings market.
•  Ability to identify specific metal and plastic coatings users, knowledge of liquid and powder coatings used in 
• this marketplace, and applications of these coatings as well as surface preparation used on these substrates.
•  3+ years of business to business sales experience in the industrial coatings industry

 

TECHNICAL/SKILL REQUIREMENTS: 

Preferred: 

• Bachelor’s degree in a technical/business field 
• SalesForce 

 

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

•  20% or more

 

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