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.