Area Sales Manager

1 week ago

United Kingdom Jo Malone London Full time
Job Title: Area Sales Manager

**Job Summary**

The Area Sales Manager is accountable for the overall performance of their business area and is responsible for managing the commercial performance, driving sales and delivering a consumer-focused culture.

**Key Responsibilities:**

  • Recruit, lead, and develop the Point of Sale Management team to consistently deliver brand expectations on sales and service, operations, and product.
  • In collaboration with the Point of Sale Management team, define the commercial strategy for each business location, set objectives, and deliver operational excellence through the brand strategy.

**Sales and Service:**

  • Set and achieve sales and profitability targets for the entire area.
  • Lead the Point of Sale Management team to achieve their target through regular and impactful communication that engages and inspires.
  • Monitor commercial brand-specific KPIs and, through the Point of Sale Management teams, take appropriate corrective actions if needed.
  • Collaborate with relevant internal departments, retail partners, and peers to create and execute a door-by-door strategy to drive traffic, conversion, and cater to the needs of the local consumer, aligned with the brand strategy.
  • Lead the Point of Sale teams to understand and deliver effective use of social media, leveraging opportunities to drive the business, protect, and enhance the brand image.
  • Maintain in-depth knowledge of surrounding competition, omni-channel initiatives, market trends, demographics, and consumer needs, behaviors, reactions, ensuring relevant commercial feedback is provided to key stakeholders.
  • Be an Ambassador for the Brand – lead the way to ensure brand values are represented and brought to life.
  • Cultivate a superior service culture focusing on the consumer as our #1 priority. Inspire, motivate, educate, and coach Point of Sale Management on all elements of Consumer Service.
  • Lead all elements of the consumer journey and attain the consumer service goals for the area.
  • Ensure excellent consumer service at all times in all doors by spending time on the sales floor to observe and seek consumer feedback.
  • Ensure all Point of Sale Managers coach and lead their teams to deliver excellence in Consumer Service at all times – encouraging a zero consumer complaints mindset and a focus on compliments and recognition of excellence in execution.
  • Drive Point of Sale Management teams to build a consumer recruitment and retention strategy to grow a loyal consumer base.
  • Deliver brand education via the digital tools and resources available to upskill Point of Sale teams.
  • Coach the Point of Sale teams on Consumer Service, sales techniques, and product knowledge to improve performance.

**Team Management:**

  • Provide clear goals and expectations. Communicate and engage the team in business objectives. Foster teamwork and team spirit.
  • Train, coach, and develop Point of Sale Managers. Delegate and empower management teams to run the business successfully.
  • Conduct required performance reviews and appraise based on performance goals and KPIs.
  • Develop a culture of individual accountability, with a focus on achievement & performance, behaviors, and compliance to policies and procedures.
  • Lead Point of Sale Management to proactively manage performance, attendance, and conduct, utilizing the appropriate procedure and support.
  • Deploy scheduling/staffing processes to ensure that Point of Sale schedules are built in order to maximize sales and productivity.
  • Ensure all Employee Data is stored, maintained, and accurate through the appropriate systems always adhering to legislation.
  • In partnership with the Point of Sale Management team, ensure that high-quality Point of Sale teams are recruited, inducted, retained, and developed.
  • Devise a clear succession plan for key roles across the area utilizing talent from across all ELC brands. Actively work on talent identification and development to ensure key roles are filled, reducing business risk.
  • Collaborate with all teams to devise training needs assessment to create effective training solutions.

**Operations:**

  • Effectively manage the P&L within allocated budgets in order to affect a profitable performance for the area.
  • Audit/approve schedules to maximize peak hours sales and support training objectives manage staffing allocations in line with payroll budget targets and sales performance.
  • Complete all account documentation accurately and on time.
  • Lead Point of Sale Managers to deliver excellent standards at all times (product presentations, displays, messaging, pricing) and review during store visits.
  • Maintain inventory Management procedures ensuring inventory is managed to optimize business opportunities.
  • Ensure that all Point of Sale staff adhere to company policies and procedures in H&S and all areas of operational activity and achieve a minimum overall grading of 'Acceptable' during audits.
  • Collaborate closely with the central teams, retail partners, and local contacts to provide timely maintenance of the premises and ensures a safe, clean, and aesthetically pleasing working and shopping environment.

**Commerciality:**

  • Ensure Point of Sale Management teams maximize profitability through commercial stock Management, visual merchandising, and replenishment, taking appropriate action where necessary.
  • Maximize sales performance by ensuring effective use of reporting to support commercial decision-making.
  • Take action to ensure stock packages are adequate, maximizing sales opportunities.
  • Ensure plans are executed effectively and efficiently to maximize sales opportunities through promotions and discounts.
  • Drive changes required to ensure business trends and external factors are capitalized on to realize opportunities to maximize sales.
  • Lead and inspire teams to identify trends and make suggestions to enhance product performance.

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