Inside Sales Representative Protective & Marine

Description

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. We'll give you the space to share your strengths and we want you to show us what you can do. You can innovate, grow and discover in a place where you can thrive and Let Your Colors Show!

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.

SUMMARY OF POSITION:

The Inside Sales Representative is accountable for driving qualified leads to the sales team.

DIMENSIONS:

The Inside Sales Representative is measured directly by qualified leads generated as well as number and dollar value of leads closed. These objectives are achieved through the following activities:

Business Development

• Follow up on and qualify marketing generated leads
• Answer customer questions that come in through phone, email, chat, webform, landing pages, and work to turn an inquiry into an opportunity
• Analyze database tools to find projects and plants with potential upcoming projects. Find the appropriate contact / decision maker for each project and qualify the opportunity.
• Work cross functionally with the sales team, BDM’s and PDM’s to find needs and qualify leads
• Manage opportunity stages in Salesforce
• Master the ability to connect with decision makers to generate a lead.

Communications

• Continually refine the sales process with email templates, scripts, and selling strategies
• Establish a clear understanding of customer needs and how Sherwin-Williams can solve them

Leadership

• Advance the overall Sales and Inside Sales Teams through effective lead generation and understanding of diverse types of opportunities. Be able to communicate the opportunity in both written and verbal communication
• Track and report on opportunities, trends and best practices

NATURE AND SCOPE OF POSITION

MAJOR TASKS PERFORMED BY THIS POSITION:

Essential Functions (Performed by the incumbent himself/herself as opposed to those functions performed through subordinates. These functions should represent those that must be accomplished by the incumbent only):

Strategy

• Recommendation of tools to use to generate leads
• Interaction with Sales, Marketing, BDM’s, PDM’s and Technical support.

Business Development

• Gather information regarding potential projects and determine opportunity
• Make outbound calls with information generated from external databases
• Discuss strengths of the Sherwin-Williams product line, our sales reps and our contractors
• Qualify opportunities and assign to sales reps in Salesforce
• Determine customer requirements and expectations to recommend products and solutions

• Support Sales Reps and BDM’s with project and plant searches when requested

Products

• Support product launches by finding opportunities in verticals that support the new product.

Communications

• Event (trade show) support
• Support with lead generation tactics and sales force reporting

Leadership

• Tracking and reporting

Physical Activities/Capabilities Required To Perform The Essential Functions:

• Computer proficiency in Office and other Window-based and web-based applications;
• Ability to learn external databases such as IIR and Salesforce
• Phone and in-person communication skills
• Written skills for chat, email communication
• Travel approximately 10% (Domestic).

3c. Incidental Functions (Not primary to the job, activities not necessarily performed solely by the incumbent:

TECHNICAL, MANAGERIAL OR OTHER PROBLEMS:

• Integrating the Focus Market tactics with Sales and Technical strategy.

DECISION MAKING AUTHORITY:

• Decisions specifically related to the opportunity or sales request

CONTACTS INSIDE/OUTSIDE ORGANIZATION:

Internal

• Sales Managers, Sales Representatives, and Sales Directors;
• Technical Directors and staff
• PDM’s and BDM’s
• Customer Service
• Marketing Services
• Marketo and Salesforce support

External

• Customers/Facility Managers or Owners
• Contractors
• GC’s
• Architects

WORK STATION CONDITIONS:

• General office environment
• Computer, telephone, and printer noise
• Occasional plant environment, internal and external.

PRINCIPAL ACCOUNTABILITIES:

Accountabilities are not activities or duties; they state what the job's activities are supposed to achieve/accomplish. Do not restate duties. Use action verbs to describe accountabilities.)

• Finding and qualifying opportunities for the sales team to call on
• Achieve established financial goals for opportunities closed won
• Grow share of High Performance Flooring in North America;

PROFILE:

• Focuses on results and performance
• Emits confidence and leadership
• Demonstrates persistence and drive for results
• Builds trust and respect
• Drives decisions and actions
• Understands the customer perspective
• Prioritizes effectively
• Communicates effectively
• Learns continuously
• Market and product knowledge and experience
• Inside Sales experience
• Sales ability and experience

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 the law or by contract.