Location: Yorkshire and Lincolnshire Area
Reports To: Regional Sales Manager
Employment Type: Full-Time (37.5hrs)
Rate: £28k + 20% = £33,600
Shift Pattern: 5 days per week, average every other weekend with 2 days OFF.
Number of supervised employees: Responsible for the performance management of in-store agency supplied promoters – 8 – 10 team members
Job Purpose: As an Area Sales Manager, you will deliver area-level sales-out and ‘share of business’ targets by category and by volume/value. You will be responsible for the recruitment and performance management of promoters in stores in your area. You will ensure regular review, product training and performance coaching, utilising all tools available to ensure an elevated level of promoter performance, retention, and vacancy periods.
You will hold regular business reviews with senior store stakeholders to agree and implement a rolling twelve-week tactical store plan with strong commercial focus around delivery of acceptable ROI and store-level sales and SOB targets.
The plan will include formal store training activities (with a focus on key sales staff and knowledge transfer KPIs) as well as sales events, delivering retail theatre and brand ‘point of difference’ that will enhance
Sony brand impacts stores. You will develop relationships with all stakeholders at store level with the objective of leveraging Sony brand advocacy (propensity to make first recommendation of Sony) through store colleagues as well as incremental Sony store presence and ‘share of voice’ – all designed to increase Sony sales performance and business share.
You will ensure that all stores in your area are compliant with ‘Genba’ measures (Selection, Location, Condition & Training) and be able to report accurate quantitative and qualitative market intelligence on a weekly basis.
You will closely manage a team of Sony promoters to deliver stretching sales and SOB targets using all communication tools available.
You need to demonstrate a Kaizen (continuous improvement) approach in all that you do and can adapt to the continually changing retail environment.
Key Responsibilities
Key tasks:
- Delivery of commercial Key Performance Indicators at area level.
- Store level sales-out targets by category
- Store level ‘share of business’ targets by category
- Promoter recruitment
- Promoter retention
Team development.
- A minimum of monthly review with each promoter
- Use of performance data (sales, SOB, stakeholder feedback) to determine development/training needs for each promoter and subsequent delivery of required training
- Support of Training Team events
- Delivery of Product & Skills training to both ASMs and promoters
Relationship Management.
- Development of a ‘partnership’ approach with all store contacts/stakeholders to include store colleagues, departmental managers, store managers and store directors.
- Development of relationships with key Sony stakeholders to include Sales & Marketing, Training, Trade Marketing personnel etc
Management of team compliance.
- Promoter attendance (absence, holidays, sickness etc)
- Ensuring promoter's adherence to in-store check list
- Promoter reporting and feedback
Reporting.
- Completion of required weekly market reports to Regional Sales Manager
- Preparation and completion of Business Review documents each month.
Delivery of:
- Store level net sales & share of business targets as defined by Sony and measured weekly/monthly/quarterly
- Tactical (store level) Business Plans; to support delivery of sales goals, sales events and store level training plans for all stores in the area
- Reporting; Completion of required business reporting tools, within the specified timescales, providing quantitative and qualitative feedback in a solution-orientated manner
- Team Development Plans: supported by appropriate documents and required documentation.
Qualifications & Experience
- Previous experience in a sales role, ideally within consumer electronics
- Product training skills
- Data analysis and decision-making skills
- Relationship management/ influencing skills
- Negotiation skills
- Performance management and coaching skills
- Business and commercial awareness.
Key Competencies
- Leadership
- Influence, Negotiation and Impact
- Personal Responsibility and Achievement
- Building relationships
- Analytical Skills
- Business Focus
- Initiative & Pro-activity
- Building People Capability
- Energy & Resilience.
Key Performance Indicators
- Area net sales performance against targets (category/store/total)
- Area share of business performance at store/category level
- Area training events & sales days as part of store plans
- Area Genba standards (Selection, Location, Condition)
- Demonstration, adoption and sharing of best practice methodology areas, regional and wider team
- Feedback from Sony personnel and other team members
- Promoter retention and vacancy rates
- Effective delivery of Sony product/skills training to promoters, store colleagues, ASMs and trade customers (when required)
- Appropriate, accurate and timely completion and submission of all required business reporting
- Fahad Ahmed
