Automotive Dealer Sales Representative

The Sales Representative is responsible for developing sales in a specific geographic territory. Duties include prospecting for new business and making calls to existing and new customers for the purpose of selling Automotive Finishes products, which include Sherwin-Williams labeled automotive paint and associated products. Typical accounts include automotive body shops, production, and fleet shops.

• Collect reliable customer/territory information and estimate individual customer potential.
• Conduct competitive product comparisons and identify current competitors' strengths and weaknesses and S-W's competitive advantage.
• Make sales calls to prospective and existing customers. Through the sales process, identify the customer's needs and develop solutions to objectives in order to profitably grow sales.
• Develop a regular sales call schedule to ensure that the needs and expectations of the customer are met.
• Familiarize self with all products, including their application and preparation, in the Sherwin-Williams Automotive line.
• Develop a strategy to grow sales & profits to key, opportunity, new and existing customer and identify items or product categories that require specific attention in support of this strategy.
• Maintain a discipline in pre-call planning daily and weekly activity to ensure time is maximized. Conduct sales calls accordingly, occasionally in conjunction with servicing customers.
• Determine where customer is in the overall Sales Process and what steps are necessary to move the process along.
• Conduct product demos to assist in selling/marketing of automotive refinishing products.
• Obtain information necessary to open a new account and communicate to credit office.
• Access product/technical information to support customers' application requirements.
• Complete expense reports on a timely basis.
• Identify sources of sales leads and follow through on leads provided by store/branch personnel as appropriate.
• Understand servicing branch's strengths and weaknesses and communicate effectively with staff members to ensure that commitments made are within the store's capabilities.
• Identify potential opportunities/issues and work with Zone Manager to support positive outcome.
• Handle customer complaints within lines of authority and manage process to resolution.
• Identify ways to deepen the business relationship with your customers.
• Enlist input from Branch Manager and/or Area Sales Manager on strategies and opportunities in marketplace.
• Schedule periodic sales/technical meetings and conduct these meetings in proficient manner.
• Assist Auto Branch in resolution of product supply problems.
• Conduct customer surveys.
• Make delivery of product as needed ensuring customer's quality and service expectations are met.
• Other duties as assigned.

FORMAL EDUCATION:

• High school education or equivalent required. Prefer a bachelor's in a business-related field.
• Employee must have a valid driver's license.

KNOWLEDGE & EXPERIENCE:

• Some sales experience in coatings or related field is preferred.
• Must be able to physically demonstrate paint and associated products by utilizing various product delivery systems such as spray guns and other related equipment.

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

• 75%