Field Sales Executive, Retail

Work Mode: Onsite

Location: Onsite at Greater Atlanta Area, GA

Opportunity

Responsible for achieving sales objectives for assigned Retail store(s) through direct selling, training, and merchandising. You will develop and maintain strong relationships with store associates as well as PRO customers to maximize sales of the Kohler and Sterling Brand portfolio of products. This position will enable you to develop selling, analytical, negotiation, and communication skills in preparation for advanced opportunities in Sales, Marketing, and Supply Chain.

Specific Responsibilities

• Meet or exceed sales objectives for assigned Retail store(s).
• Develop strong relationships with Store personnel and high value PRO customers.
• Deliver best in class sales and service to DIY and PRO customers in-aisle.
• Support PRO Desk Associates and Outside Sales Reps (OSR) to increase sales to the PRO customer segment.
• Identify high value PRO customers and increase Kohler’s share of Kitchen and Bath purchases
• Schedule and deliver formal and informal trainings and demonstrations to educate stores associates, managers, and customers on Kohler solutions.
• Maintain on-brand aesthetics of Kohler products and point of purchase (POP) materials. Downstock and proactively manage inventory levels to ensure product availability on the shelf to capture sales.
• Support Merchandise Execution Team (MET) to ensure new product launches and resets are completed on time as instructed.
• Support and execute corporate Marketing initiatives, events, and trade shows.
• Develop and leverage a comprehensive understanding of the market dynamics to drive sales growth.
• Communicate insights regarding competitive intelligence and market trends to Kohler Sales and Marketing partners
• Monitor and analyze Key Performance Indicators (KPIs). Leverage insights to make better informed proposals and increase sales.
• Complete all required Kohler Sales Training curriculum and leverage acquired skills to exceed expectations.

A day in the life:

A typical weekday as a Field Sales Executive - Retail begins with arrival at the store at 6 am to support the professional contractor (PRO) who is purchasing and collecting the products they need to complete their projects for the day or week. Our Field Sales Executive will assist PROs and Pro Desk Associates at the retailer with product selection and loading to help them save time as they start their workday. Field Sales Executives will build relationships with repeat PRO customers, understanding the type of projects they support and unmet needs for which Kohler has solutions. Our Field Sales Executive will capture relevant PRO customer information in our Salesforce CRM system which can be used to prioritize, and target select customers as we seek to increase our share of wallet with key PRO customers.

As PRO traffic slows, Field Sales Executives will shift their focus to ensuring the aisles are ready for the next wave of customers. That includes confirming displays are set correctly, free of dust and debris, and have the appropriate Point of Purchase (POP) signage attached. This signage works as a silent salesperson when the Kohler Field Sales Executive isn’t present to answer customer questions and close the sale. Getting the aisles ready for the next wave of customers also includes restocking shelves with inventory. An empty shelf creates friction for the end customer as they wait for an associate to find inventory and may result in customers selecting a competitive product.

Now that the Kohler products are appropriately merchandised, our Field Sales Executive will pivot to training store associates. A well-trained associate can sell Kohler products even when our Kohler Field Sales Executive isn’t in the store. Store associates who serve as advocates for Kohler know the features and benefits of the Kohler assortment and use that knowledge to delight customers and drive sales. Typically, trainings are delivered in an informal manner in the various aisles of the store. Alternatively, our Field Sales Executive may schedule formal training with multiple stores associates at a given time for deeper product knowledge. In addition to presenting a PowerPoint presentation, our Field Sales Executive may conduct demonstrations with the actual product, or other selling tools provided to illustrate key features and benefits.

After training stores associates, our Field Sales Executive will focus efforts on directly selling to customers in-aisle. These customers may include PROs or Do It Yourselfers (DIY). Often, Field Sales Executives are assisting customers with product selection, demonstrating products, and helping with the loading of goods. Importantly, our Field Sales Executive will lead customers to the great selection of products in key focus categories such as Faucets, Toilets, and Bathing – ensuring customers get all the products they need for their full project and saving them a frustrating second trip to the store.

Finally, having engaged with associates and customers throughout the day, our Field Sales Executive will share key insights with members of the broader Kohler Sales and Marketing team. Feedback from the frontline is critical to understanding emerging trends, challenges in the field, and opportunities on which we can capitalize. Field Sales Executives will often share feedback informally via email or our Salesforce CRM system. However, there will also be opportunities for more formal sharing of insights into Sales and Marketing leadership to inform business decisions.

• Note: The schedule for working days and hours is dependent on the profile of the assigned store. Stores with heavy PRO traffic may require more weekday hours with early arrival while stores with heavy DIY traffic may require more weekend hours. The scenario above is for illustrative purposes only.

Skills/Requirements

• Bachelor’s degree and minimum of 2 yrs of equivalent work experience in retail sales, Field Sales or customer service required. Experience in the home improvement channel preferred.
• Must be at least 21 years of age or older.
• Ability to work nights and weekends – Weekends will be required at different points throughout the year.
• Ability to work in a retail environment full time.
• Must thrive in a direct selling environment and engage with a wide range of shoppers.
• Comfortable with presentations and public speaking. Required to both conduct in-store training with store associates and present key insights to Kohler employees.
• Ability to stand for the duration of shift except for meal and rest breaks
• Eligible to work in the United States without sponsorship or restrictions
• Capable of lifting and transporting heavy items and requesting assistance as needed.
• Capable of reaching and/or lifting overhead in addition to ascending/descending ladders to move product.
• Capable of using small hand tools to assemble and build displays.
• Applicant must be MS Office proficient.
• Applicant should be self-motivated and a team player with strong organizational skills

Applicants must be authorized to work in the US without requiring sponsorship now or in the future.

The salary range for this position is $69,800 - $87,950. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate’s experience, their education, and the work location. In addition, this position is eligible for a variable incentive compensation. Available benefits include medical, dental, vision & 401k.

Why Work at Kohler Co.?

Kohler Co.'s mission is to contribute to a higher level of gracious living for those who are touched by our products and services. We understand that it takes investment in our associates’ development to make that happen. So, we offer ongoing investment in each individual’s personal development and the opportunity to collaborate with others across functions and roles at Kohler.

In addition to the investment in your development, Kohler offers a benefits package including a competitive salary, health, vision, dental, 401(k) with company matching, and more!

• Important update for candidates applying to roles within Kohler Energy, including Power Systems, Engines, Home Energy, Kohler Uninterruptible Power, Clarke Energy, Curtis Instruments, and Heila Technologies.

On November 6, Kohler Co. announced the strategic decision to establish Kohler Energy as a separate, independent business with Platinum Equity as the majority investment partner. Kohler will continue to stay invested in the Energy business following the closing and remains committed to supporting the acceleration of long-term growth strategies for both organizations. Talent and operational transition plans are underway, and Kohler Co. and Platinum Equity expect the agreement to close in the first half of 2024.Thank you for your interest in joining our growing team as we embark on the next phase of growth!

About Us

Beyond the competitive benefits and compensation, Kohler proudly offers a rich history, steeped in creativity and a commitment to our associates and communities. We invite you to learn more about our culture and company at www.kohlercompany.com.

It is Kohler’s policy to recruit, hire, and promote qualified personnel in all job classifications without regard to race, creed, religion, age, sex, sexual orientation, gender identity or expression, marital status, national origin, disability or status as a protected veteran. If, as an individual with a disability, you need reasonable accommodation during the recruitment process, please contact kohlerjobs@kohler.com. Kohler Co. is an equal opportunity/affirmative action employer.