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Kane's Furniture Corporation Sales Manager in United States

Position Title: Sales Manager

REPORTING RELATIONSHIPS

POSITION REPORTS TO: General Manager

POSITIONS SUPERVISED: Sales Consultants

POSITION PURPOSE

Responsible for all sales operations, related training functions and performance measurements for the Store. Manages, directs, and coordinates all area activities for sales. Ensures that personnel are efficient and effective in taking care of customers. Maintains and ensures that Company merchandising standards and sales promotions are properly executed. Develops and executes sales plans and goals designed to increase sales and profits. Responsible for the growth and development of sales talent within the store.

JOB FUNCTION

• Ensure that sales associates are hitting their sales metrics; coach accordingly • Develop and coach sales talent; monitor performance

• Improve overall sales performance of the store • T/O Leader where assistance is needed

• Assist sales staff with building tickets to maximize selling opportunity • Mentor sales talent through their first 90 days; develop training plan for each new sales person

• Monitor UP system to ensure appropriate policies and procedures are followed • Monitor sales and customer interaction

• Recruit sales talent; hit hiring targets for stores • Ensure clear understanding of Ad Notes and promotions


ESSENTIAL FUNCTIONS AND BASIC DUTIES

  1. Assumes responsibility for the implementation of effective Company sales for the location.

    a. Help with T/O for protection plans where sales associate may have training needs

    b. Monitor customers that are not being waited on and send another associate to handle.

    c. Maintain expertise in bedding sales and ensure that sales consultants are offering bedding to customers; assist with closing bedding sales where necessary

    d. Assist sales consultants with building tickets, where applicable, with financing

    e. Analyze sales skills of talent and develop plans to focus on weak areas; continually review performance to determine progress; analysis would include listening to greeting and closing techniques; train accordingly

    f. Proactively involved in sourcing for new sales talent with the area; effectively recruit to sales needs of the store

    g. Assist General Manager with long and short run strategic planning.

    h. Oversee planning and execution for the assigned Sales Area. Ensures that plans complement and support established Company-wide goals.

    i. Implement sales promotions, policies, and goals which further the profitability of the store.

    j. Establish and implements programs to meet merchandising, new account, and productivity goals.

    k. Assist sales consultants with sourcing techniques to build the business; develop plans that outline the activities each week and ensure follow-up on action plan

    l. Monitor the UP list to ensure compliance with prescribed procedures

  2. Assumes responsibility for the effective performance of sales functions within assigned area.

    a. Conduct reviews of sales and marketing activities. Provides feedback that is documented or over the phone, on the status of promotional programs.

    b. Ensures that accounts are serviced and merchandised in accordance with Company standards.

    c. Develops and oversees implementation of package, price, and marketing requirements.

    d. Maintains the integrity of all pricing and marketing programs.

    e. Conducts inspections of sales activities and facilities to ensure the maintenance of established sales standards.

    f. Keeps informed regarding the area’s competitive position and competitors’ actions.

    g. Engages with every customer to ensure that they have been provided the service that is to the company standards.

  3. Assumes responsibility for the effective administration of Sales Area functions.

    a. Ensure accuracy of sales details: correct items are written deliveries are scheduled correctly.

    b. Ensures that administrative and related support activities are efficient and well coordinated with sales functions.

    c. Keeps General Manager informed of activities and progress toward established objectives. Coordinates with management and with other sales areas to ensure consistency in promotional activities.

    d. Establishes effective reporting and communication with personnel to ensure that they are appropriately informed of expectations, polices, and programs.

    e. Completes required reports and related documents promptly and accurately. Ensures the accuracy of all reports and accounting records.

    f. Ensures that all sales staff have access to necessary equipment, supplies, and merchandising materials.

    g. Conducts and reconciles product inventory.

  4. Effectively supervises Sales team ensuring optimal performance.

    a. Train associates on a daily basis focusing on each individual’s area of opportunity (bedding/adjustable bases, protection plans, building a ticket, selling the furniture instead of price, etc.). Review sales by category and hold specific training meetings.

    b. Mentor new associates, schedule with the sales manager for first 90 days or until ready.

    c. Coach and motivate Sales Associates to meet daily goals and overall improvement of the store performance.

    d. Assure clear communication in regard to advertising notes and current promotions. (role play promotions)

    e. Assure each associate is prospecting, turning in phone list and helping each associate find ways to build business

    f. Listening to each associate from the greeting throughout the selling cycle finding ways to engage and improve skills to close more business.

    g. Ensures associates are kept with their customers.

    h. Provides leadership to Sales team through effective objective setting, delegation, and communication.

    i. Conducts performance appraisals as required. Formulates and implements corrective actions as needed. Helps recruit and fill vacant positions as promptly as possible. Assists in conducting interviews.

  5. Assumes responsibility for establishing and maintaining good business relations with customers and store managers.

    a. Maintains professional relations with buyers.

    b. Responds to customer requests and resolves problems. Follows up on all notices for action.

    c. Ensures that customers are informed of Company policies and promotions.

    d. Ensures that the Company’s quality reputation is maintained.

  6. Assumes responsibility for related duties as required or assigned.

    a. Ensures that all Sales functions are safely conducted; trains sales personnel on the Safety concerns as outlined by the Safety Committee; e.g. trips and falls, bending and lifting, etc.

    b. Responsible for Store Operations in the absence of the GM, ASM or store management

    c. Assist with tagging for special promotional events, as needed

    d. Ensures that work areas are clean, secure, and well maintained.

    PERFORMANCE MEASUREMENTS

  7. Sales and profit goals are met or exceeded.

  8. Sales forecasts, plans, and programs are appropriate and effective. Sales objectives are executed in accordance with approved policies.

  9. Current customer accounts are maintained or expanded and additional ones solicited. Good business relationships exist with customers and their needs are properly anticipated and satisfied.

  10. Sales personnel are well-trained, efficient and effective.

  11. Management is appropriately informed of Sales activities and significant problems. Useful, current feedback regarding store competitive conditions is provided.

  12. Required records and reports are accurate and timely.

    Our employees love the perks of working for Kane's Furniture

    · Free Life Insurance

    · Paid Vacation Time

    · Continuous training

    · Profit Sharing Program/401K Plan

    · Employee Discounts

    · Opportunities for advancement in Management, Marketing, Finance, Operations and much more

    · Flexible schedule

    · Medical Dental, Vision and Accident Insurance

    QUALIFICATIONS

    EDUCATION/CERTIFICATION: High school graduate. College business training preferred.

    REQUIRED KNOWLEDGE: Must have Furniture or Mattress Sales experience. Familiarity with sales and merchandising standards, policies and procedures, and competitive position.

    EXPERIENCE REQUIRED: Minimum of three years of experience in a supervisory position or related selling field.

    Expert Bedding Consultant; proven success in improving sales performance of location.

    SKILLS/ABILITIES: Strong interpersonal and public relations skills.

    Excellent sales abilities.

    Good organizational and problem-solving skills.

    Excellent supervisory and leadership abilities.

    PHYSICAL ACTIVITIES AND REQUIREMENTS OF THIS POSITION

    TALKING: Especially where one must frequently convey detailed or important instructions or ideas accurately, loudly, or quickly.

    AVERAGE HEARING: Able to hear average or normal conversations and receive ordinary information.

    AVERAGE VISUAL ABILITIES: Average, ordinary, visual acuity necessary to prepare or inspect documents or products.

    PHYSICAL STRENGTH: Significant walking required. Typically on feet a majority of the day. Exerts up to 10 lbs. of force occasionally.

    WORKING CONDITIONS Working in a store (indoor environment)

    MENTAL ACTIVITIES AND REQUIREMENTS OF THIS POSITION

    REASONING ABILITY: Ability to deal with a variety of variables under only limited standardization.

    Able to interpret various instructions.

    MATHEMATICS ABILITY: Ability to perform basic math skills, use decimals to compute ratios and percent's, and to draw and interpret graphs.

    LANGUAGE ABILITY: Ability to read a variety of books, magazines, instruction manuals, atlases, and encyclopedias. Ability to prepare memos, reports, and essays using proper punctuation, spelling, and grammar. Ability to communicate distinctly with appropriate pauses and emphasis; correct punctuation (or sign equivalent) and variation in word order; using present, perfect, and future tenses.

    COMPENTENCIES: Performance Management, Team building, Coaching, Listening, Communication,

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