Milwaukee Sales Representative

Position Summary

The Multi-Store Category Sales Representative, MCSR, is responsible for managing a particular department for three (3) to four (4)

Costello’s stores.  This includes but is not limited to developing and executing strategic marketing and sales

plans to sell products and accessories, while growing sales and building strong relationships.  They are responsible for managing

the departments as well as training all store associates on the category product – being the product expert, in-stock/ inventory, customer service, and over all

dept sales.  Additionally, this position will advance commercial sales for all departments in the stores they oversee. Quarterly

business reviews compared to goal is required and quarterly bonuses are available for exceeding targets.

MCSR Job Functions     

Marketing (drive the business):

• Social Media posts Ace Rewards marketing/promotions, internal promotions, external promotions incl tabloids and monthly deals.
• Develop and execute POP and in-store signage Plan and execute events- local promotions with key accounts -including counter days, developing flyers and attending distributor events.  including product demonstrations. Plan specific promotions and work with Vendor reps
• to promote and fund utilizing PCE purchase orders for Costello’s to get the best deal. Work with marketing team to ensure AH.COM shows ALL products and services (not just in-stock) available for sales.

Training (others)- Store staff, all departments (in small groups)

Assortment/In-stock/display

• Weekly shoot outs
• Work with replenishment team for in-stock needs
• Monthly meet with merchants to suggest and execute new products to come in and discontinue plan.
• Monitor that products are not being stolen and act to secure tools as needed.
• Periodic remerchandising within the department to keep it fresh.

Inventory productivity

• Accountable for maintaining the department including in-stock and shooting outs as well as maintaining inventory accuracy. 
• Work creatively to reduce overstock (promotions and buy backs)

Customer Service/Sales:

• Be the expert on all category products in store as well as being the expert on category items we don’t stock. 
• Have a working knowledge of key competitor product.
• Provide demo products and get them in customers and staff hands (for demo events and everyday)
• Develop goals and self-evaluate performance towards achieving those goals.
• Develop primary knowledge of the market users, distributors, channels, competitive product, applications.
• Utilizing our store inventory, call on local pro-business and sell our USP. 
• The expectation is to spend 20% of your time calling on outside commercial users and the balance managing the departments and cold calling via the phone. 
• Must make 10 new or follow up phone calls per week
• Work with local Vendor field sales team to identify additional sales opportunities and to call on perspective accounts to identify new leads and opportunities.
• Share weekly updates with your MP on tracking progress on customer leads.
• Develop and execute effective launch plans for converted accounts.
• Maintain current opportunity funnel that delivers on overall category goals utilizes CRM to manage customer targets and sales conversion opportunities.

Merchandising

• Monthly end cap executions
• In-store signage
• Demo tools maintain and track   

Quarterly business reviews

• Results vs. goals including commercial sales review
• Provide field feedback related to competition, end users, channels of distribution, applications and products.
• Effectiveness of policies and programs.
• Action steps

Other Requirements:

• Training plan: Basic retail training 2-3 months 
• Leadership training 2-3 months
• Vendor product knowledge training taken regularly, must stay up to date on all new products and usages, this is online and continuous.
• Collaborate with MSDs and vendor field leadership to continue to learn, lead, train, coach and mentor for continuous improvement of sales performance.

Sales Associate Job Functions  

• Use the E.C.E.T. (Every Customer, Every Time) process with EVERY customer interaction
• Greet every customer you make eye contact with, anywhere in the store
• Answer customers’ questions and provide information on procedures and policies
• Be at your workstation on time Be “customer ready” whenever you are on the stage/sales floor
• Maintain awareness of all promotions and advertisements
• Recommend related items when appropriate and execute S.A.L.E.S. process
• Keep your area of responsibility neat, clean, stocked and priced properly
• Execute the daily operational, day-to-day goals and priorities assigned by store management
• Assist in the training and development of peers Actively participate in daily huddle meetings
• Uphold merchandising and store cleanliness standards
• Offer a carry-out if appropriate Know the proper way to answer the telephone Be alert for possible merchandise losses. 
• Protect all company assets and report any missing or damaged merchandise to your supervisor.
• Address all safety concerns immediately
• Advise store management of any pricing errors
• Advise store management anytime you say "no" to a customer
• Take initiative to learn product knowledge
• Take initiative to learn selling skills
• Perform other tasks as asked by store management
• Respect store management and co-workers at all times

Sales Floor Duties

• Aid customers in locating merchandising in store, on acehardware.com, as well as, processing special orders
• Ensure all shipments are packed out in its proper home and all overstock is away
• Participate in the processing of new shipments and help the team to keep the receiving and back stock area clean and organized

Register Duties

• Ring each transaction accurately
• Always ask for the Loyalty Card before you start a transaction, sign the customer up if needed
• Call for help when more than 3 customers are waiting
• Keep busy around the registers when you are not ringing
• Process merchandise returns as needed
• All other duties as assigned by management

Job Requirements:

• Selling experience, on floor sales, outside sales a plus.
• Minimum of 3-year experience in a related field preferred.
• Must be able to perform the essential functions and physical demands of the job with or without accommodation.
• Must be proficient in computer skills and Microsoft Office applications.
• Must possess effective business communication skills, broad business perspective, and market savvy.
• Requires a valid driver’s license and reliable transportation
• Open availability, including weekends and evenings
• Ability to travel overnight up to 40% of time.

Founded by Vincent Costello in 1973 on the principles of problem-solving, building great relationships, and continuous growth and improvement, Costello’s is one of the largest family-owned hardware store chains in the United States. Six of Vinnie’s ten children are now caretakers of the brand he worked so hard to build. Costello’s operates 57 stores in 5 states comprised of 47 Ace Hardware locations through New York, New Jersey, Pennsylvania, Maryland, and Virginia, “East Islip Paint” in NY, “Suburban Paint & Commercial Supply” in Maryland, “Tri County Hearth & Patio” in Maryland, “Courtland Fireside Hearth & Spa” in Maryland, “Costello’s Hearth & Spa” in NY, as well as nine hearth/spa showrooms in select hardware stores. The company’s mission is to grow on the strength of great products, essential services, superior knowledge, and treating everyone like family. For more information about Costello’s, visit www.costellosace.com.

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