Regional Sales Manager - Retail

Springs Window Fashions Atlanta , GA 30301

Posted 2 months ago

Description

POSITION SUMMARY

Responsible for the daily operational management of the dedicated regional sales team containing 15-20 Field Sales Representatives (FSR's). Utilize independent judgement and discretion in providing regional leadership, tactical strategy, execution and results. Manage the FSR team to assure effective territory management, relationship enhancement and sales goal achievement. Responsible for management and success of the National Retail accounts and Budget Blind franchises. Network at the upper and senior management level within the National Retail accounts and franchises to establish, develop, and leverage relationships.

ESSENTIAL FUNCTIONS

  • Implement sales strategies to increase business.

  • Drive and increase revenue growth and profitability using market segmentation methodologies.

  • Mentor and develop regional sales team in sales strategies and territory management

  • Responsible for resource prioritizing & allocation and maximizing sales team efficiency in partnership with VP of Sales

  • Ensure yearly regional and territory alignment to corporate goals.

  • Utilize Cornerstone Management System to set clear goals & expectations, establish performance metrics, track performance, and provide direct / candid feedback.

  • Responsible for coaching regional sales team on performance to business targets thru monthly 1:1 meetings, field ride alongs, and annual reviews

  • Responsible for motivating sales team by communicating consistently with corporate strategy while not compromising the confidentiality of our business goals and objectives.

  • Responsible for identifying skill and resource gaps and working with manager and human resources to develop corrective plans to ensure that territorial tactics are effective in supporting the regional / corporate strategies, initiatives, and sales goals.

  • Coordinate and provide training at the regional level, including new hire training, ongoing product knowledge training, and program/account-specific training.

  • Utilize CRM as the backbone of our Sales Force Effectiveness (SFE) model to prioritize opportunity, manage activities, and drive results thru data and Key Performance Indicators (KPIs).

  • Work with VP of Sales to develop the correct use of sales tools, e.g. sales call reports, sales force effectiveness methodologies and data input to CRM.

  • Develop and cultivate relationships with retail and franchise management / ownership and make regular sales calls on key accounts to align objectives.

  • Continually improves sales proficiency and performance results.

  • Deliver regular feedback to Vice President of Field Sales regarding performance and development needs, as well as market information.

  • Maintain up-to-date knowledge of the SWF (Bali / Graber / Sig Series) product lines and competitive landscape.

  • Provide feedback to corporate with respect to field developments and needs. including competitive issues, quality, training and sales/merchandising issues.

  • Network with national accounts team (NAMs), installation team (RTIMs), customer service focusing on desired business goals.

  • Monitor and operate within an annual SG&A budget.

  • Practices strong engagement with direct reports and team members including accepting diversity of ideas and thoughts, sharing responsibility for success, demonstrating honesty and integrity, helping associates solve problems and showing respect.

POSITION QUALIFICATIONS

Competency Statement(s)

  • Accountability - ability to accept responsibility and account for his/her actions.

  • Adaptability/Flexibility - being open to change (positive or negative) and to considerable variety in the workplace. Ability to quickly and accurately grasp the essentials of a variety of business disciplines in order to provide improvements to the processes they entail.

  • Analytical Skills - ability to use thinking and reasoning to solve a problem.

  • Assertiveness - ability to act in a self-confident manner to facilitate completion of a work assignment or to defend a position or idea.

  • Bias for results.

  • Business Acumen - ability to grasp and understand business concepts and issues.

  • Communication - the ability to communicate effectively with others both orally and in writing.

  • Competitiveness - the desire to win and succeed.

  • Customer Oriented - ability to take care of the customers' needs while following company procedures.

  • Data driven possess a strong business and financial acumen to drive results and influence.

  • Enthusiastic - ability to bring energy to the performance of a task.

  • Goal Oriented - ability to establish proper goals and to meet/exceed during a specified timeline.

  • Initiative - ability to make decisions or take actions to solve a problem or reach a goal.

  • Resilient ability to thrive in fast paced high accountability environment.

  • Time management ability to prioritize, focus, and leverage time to maximize results.

  • Segmentation understands and effectively operates in an advanced segmentation sales & marketing environment.

KPI's

  • Achieve / exceed assigned sales goals by volume, account, and product line quotas

  • Complete all assigned regional initiatives on time

  • Ensure minimum # of regional calls per week are achieved

  • Attain minimum # regional product knowledge quotas

  • Continuously monitor and improve loyalty and sales ability metrics of retail associates and management

  • Establish, develop, and leverage mid / senior level management relationships within retail tracking # of district trainings, loyalty ratings, etc.

  • Manage # of training events monthly to meet / exceed quota

  • Complete assigned on time with high attention to quality

Computer Skills

  • Skilled in Microsoft Office suite (Outlook, Word, Excel, PowerPoint)

  • Experienced in CRM input, output, implementation, adoption, and utilization as a key management tool.

  • Technical ability to operate in Office365 (OneDrive, OneNote, etc.) and SharePoint environment.

  • Use of computer to enter data, create reports, correspondence, presentations, etc.

Requirements

Education / Experience

A bachelor's degree in marketing or business is strongly preferred. A minimum of two years of professional sales management is desired, along with three to five years of professional sales experience. Experience should involve selling consumer products to major regional and/or national accounts. Experience in window coverings or other custom product categories is preferred but not required.

PHYSICAL DEMANDS

Ability to travel in common forms of transportation (plane, car, train, etc.). Ability to travel 50% of the time in region. Overnight travel required. The ability to lift up to 50 pounds is sometimes required.

Certificates & Licenses

Valid Driver's License


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Regional Sales Manager - Retail

Springs Window Fashions