1. NATIONAL ACCOUNTS
RETAIL SALES ORGANIZATION
ROLES & RESPONSIBILITIES
This is a general description of the duties of a Retail Sales Organization Representative
serving the Big Box Channel. Customer specific needs vary between Home Depot, Lowes and
Menards, as well as, regional matters that may influence the roles and responsibilities of the
day-to-day function.
Selling
 Continually negotiation with store management for “best” product placement to
support job-lot-quantities of contractor driven SKUs and to support featured AD
products.
 Schedule, organize and perform product demonstration for new and existing
products for home center employees, as well as, home center customers. These
events are held on; week day mornings, evening hours and weekends.
 As a key vendor of the building materials department USG is expected to participate
in Store Contractor Events on a regular basis. Events include hands-on, in-store
demos, new product launches, associate training and development along with
marketing and POP efforts.
 New Product Launch Actives:
o Training store associates on the Features & Benefits and perform demos
when product introduction allows.
o Negotiate with store management for product placement, which may require
displacement of another product.
o Set-up each store with new product intro POP material.
 Facilitate and assist in the effort to management the In-Store partners and maintain
the service aspect of our categories; replacing damaged or old POP, updated price
labels, removing and marking down damaged product.
 Liaison for store management to obtain market specific products that will benefit
category growth and satisfy professional customer needs.
Inventory Management
 Working with each store in the assigned territory to maintain job-lot-inventories.
By providing ongoing support and direction to store personnel who are accountable
for generating purchase orders and maintain adequate inventory.
 Work with store associates and In-Store partners to ensure rotating and down
stocking of stock, facilities mark-downs of damaged product in the aisle due to fork-
lift damage, customer damage and mishandling.
Customer Relations
 Meet with store, district and regional managers regularly to discuss:
o Current USG initiatives to support store and district sales growth

2. o Provide information on market conditions that will enable each store to react
quickly to their professional customer’s product needs.
o The opportunity to discuss individual store issues that would prove cost and
time savings: Shrink control, inventory management, department personnel
training, etc.
 New Store Opening Activities: evaluating space allocation, review SKU mix, writing
new store orders, training new store hires, ordering POP’s and participating in new
store opening events.
 Working with store management to evaluate and execute the need for category
resets, remerchandising and cross merchandising opportunities to increase sales
and provide a safe shopping environment.
Problem Solving
 Combating each store’s competitive situations with perseverance and integrity and
still maintaining the focus of driving USG category sales.
 Manage Product Complaint Handling: investigating complaint, gathering facts,
entering complaints and when necessary involve USG’s Regional Quality
Management, Plant Quality, Building Systems Sales team to resolve complaint in a
professional and timely manner.
 Store Managements’ “go to person.” Key contact to resolve and handle time
sensitive issues at the store level. Product complaints and contact for answering
questions and generation orders for non-stock products (special orders).
 Working with the National Account customer service team when face-to-face
communication at the store level is needed to quickly resolve issues (truck refusals,
order entry problem, etc).
Administrative Duties
 Monthly reports: Providing information on territory success: training events,
plant visits, new store openings, gathering and analyzing market intelligences
 Price Shops: reporting of territory retail pricing for Big Box customers in a timely
bases
 Sales Force: Creating/Updating Task & Events, Store Contacts, POG, POP, ASW, etc.
 Special Project assisted by National Accounts Management
Career Management
 Utilizing the training tools and information available to secure success in their
current position and also improving the skills necessary to compete for future
promotions.
o Utilizing USG sponsored courses as outlined in PA&D: Product Training,
Selling Skills, computer software training, and utilizing USG tuition
reimbursement program.
 Continuously increase their knowledge on USG:

3. o Customer visits with Building Systems sales team Ride-Alongs to gain a
better understanding of the company’s customer base outside of the big box,
gaining a broader knowledge of USG products.
o Visits with the various departments at USG to broaden their network and
establish relationships outside of National Accounts.
55%
25%
15%
5%
National Accounts
Retail Sales Organization
Time Management
Face-to-Face Time
w/Customers
Travel: Time Spent
traveling to Customers
Administrative time
Personnel
Development/Career
Enhancement