Regional Sales Manager - Houston, TX

Sherwin-Williams•Houston, TX

11h•Hybrid

About The Position

The Regional Sales Manager is responsible for managing overall sales and service activities, leading a team of Sales Service Representatives to maximize retail and commercial sales volume within an assigned geography. This role provides strategic direction to Sales Representatives and ensures alignment with overarching group goals and objectives. Job duties involve contact with customers, which may include minors, and access to cash, electronic equipment, personal information, store merchandise, and other items of value. A criminal history review is deemed necessary to protect the business, its operations, reputation, and the safety of customers, staff, employees, vendors, contractors, and the general public.

Requirements

At least five years of B2C and/or B2B Sales experience within the retail or consumer goods industry.
Previous experience selling into Big Box stores strongly preferred.
Bachelor’s degree in Business Administration, Marketing, Finance or related field strongly preferred.
Sales Ability & Persuasiveness – Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, project or idea from Key Decision Makers and customer(s); questions and probes, establishes strategy, builds rapport, demonstrates capability and ultimately gains commitment.
Leadership – Ability to identify strategic needs, resource key projects and advise internal and external customers based on findings; demonstrates managerial courage; willing to be a change agent; ability to maintain composure and positive attitude in a fast-paced, deadline-driven environment.
Analytics – Ability to analyze and research operational and strategic information, sort through to determine what’s important, and interpret accurately to determine appropriate actions.
Strong analytical skills including customer needs analysis, financial business modeling, budgeting and forecasting.
Ability to develop business insights and a clear point of view regarding future opportunities.
Strategic Planning – All aspects of planning, including internal alignment from the top-down, and external alignment with merchant partners; strong business acumen.
Excellent project management skills, highly detail oriented; proven ability to effectively manage multiple projects in a dynamic environment.
Working knowledge of P&L with ability to effectively develop and monitor budgets.
Consulting – Customer focused with a service mentality; ability to develop strong working relationships with key decision makers and business leaders, cross-functional teams within NA Consumer, external customers and key accounts.
Ability to influence all parties involved in order to gain the respect and support needed to ensure project or task completion.
Executional Excellence – Proven history of translating strategies, concepts and complex ideas into practical projects that are executed on-time and on-budget in order to drive growth.
Collaborative – Superior interpersonal skills; highly collaborative yet able to function independently; ability to influence all parties involved in order to gain respect, build credibility and gain support needed to ensure project or task completion.
Communications – Clear, concise, compelling, honest, and two-way; proven ability to translate “Voice of Consumer” into strategies and programs that deliver on customer and business needs.
Proficient in both written and verbal communications; ability to understand and articulate complicated concepts in clear, concise terms.
Creativity – Ability to connect the dots, where others cannot, and create sustainable and impactful ideas and opportunities.
Ability to solve old and new problems in new ways.
Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Outlook, etc.), with ability to learn new applications as needed.
Licensed and physically capable of operating a motor vehicle (passenger car).

Responsibilities

Drive top line sales within the assigned region by identifying trends and recommending promotions, training, and other methods to the Division Director of Field Sales.
Analyze competitive pricing, identify gaps, and provide recommendations to improve market share.
Establish strong selling relationships with Key Decision Makers, Store Management, Market Directors, VPSOs, etc.
Optimize product mix focus to drive profitability and identify sales, inventory, and marketing trends.
Deliver quarterly business analysis (by territory and store) including sales, training, turnover, expenses, and credits.
Execute strategic marketing plans within the assigned region to drive sales based on quarterly business analysis.
Prepare an Annual Growth Plan (AGP) for the assigned region that meets or exceeds sales and profit goals.
Continuously analyze and manage all controllable expenses, including travel, merchandising aids, returns, and allowances.
Manage sales and PBT budget through P&L review, driving sales increases and decreasing costs.
Review expense management, mistint expense tracking, collateral expenses, T&E, and salary expense.
Deliver cost-effective and profitable solutions, responding quickly to all issues and opportunities.
Partner with the Division Director and Field Operations Manager to establish and set territories for Sales Service Representatives and Trainees.
Assist Sales Service Representatives and Trainees with prioritizing store routing.
Ensure Sales Service Representatives are implementing promotions, pricing, and signage appropriately in each store.
Lead and direct the recruiting and onboarding process for all open territories within the region in a timely manner.
Lead, direct, coach, develop, and train Sales Service Representatives and related positions within the assigned region.
Drive accountability for Sales Service Representative performance through ride-alongs and trip reports.
Direct the Performance Management process for the region, including annual performance evaluations and succession planning.
Train Sales Service Representatives on products, systems, tools, equipment, and selling skills.
Ensure Sales Service Representatives and SSR Trainees complete required training courses.
Facilitate regional ongoing training with Sales Service Representatives, Trainees, and Lowe’s Associates.
Continuously evaluate the team and provide impactful actionable feedback on performance.
Provide guidance in career progression and facilitate talent development of the assigned team.
Effectively build and strengthen relationships with all levels of Lowe’s Field Management within the region.
Drive accountability across all levels of field operations, including sales, execution, decision-making, and business judgment.
Foster a safety-minded culture through the development and implementation of safe working, driving, and operational procedures.