Overview
Job Title: Full Service Leader
Essential Function
This paragraph is designed to identify the essential functions of the job. The summary will require only a few sentences and should answer the question: "why does this position exist?"
To coach, mentor, and develop Distributor Sales Consultants. Deliver on divisional goals and objectives. Contribute to achieving day-to-day objectives.
Primary Duties
Provide clear, concise statements using action verbs to describe what is done, with or for whom the action is taken and the purpose or outcome to be achieved. Responsibilities should be listed in order of percentage of time spent performing the actual duty.
30% Establish sales and promotion goals for the Distributor Sales Consultants and communicating those goals to DSC’s. Plan and conduct sales meetings to include logistics (date, time, location, materials, etc.), participants, presenters (company, manufacturer, educator) and content of the meeting. Identify customers that have the potential to become key accounts and implement a course of action to develop them to that status. Maintaining productive relationships with manufacturers. Schedule manufacturer’s reps, technicians and educators for meetings, education programs, detailing or participation in business development meetings with key clients.
30% Provide leadership, direction and coaching to DSC’s in the execution of their responsibilities including guidance relative to developing new business, sales skills, increasing sales, client support opportunities, etc. On a regular schedule (3 to 4 days per week), travel with DSC’s to assess their relationships with their customers, evaluate their selling skills and effectiveness and provide guidance and feedback. Closely communicate with and providing oversight to the DSC’s to ensure that regular client contact is maintained.
20% Visit or communicate by phone with customers to determine the level of service they are receiving from the Company and to be aware of problems that require the Sales Manager’s involvement. Ensure that education events achieve maximum participation through ticket sales and promotion of the events. Schedule adequate manufacturer education events and support for salons and DSC’s.
10% Maintaining regular and prompt communication with supervisors and the Company by attending meetings, responding to calls, emails and requests for information and by alerting them to information that is important to the business.
10% Monitoring and analyzing employee performance, ensuring that desired results are achieved consistent with policies, procedures and ethical standards. Conducting performance appraisals, reinforcing good performance, taking steps to correct unsatisfactory performance, developing employees, using the corrective action process and terminating employees when necessary. Resolve problems between and among DSC’s, stores and manufacturers. Manage territories by re-assigning accounts to DSC’s and re-shaping geographic coverage. Completing periodic sales, activity and status reports.
Knowledge, Skills and Abilities
Indicate the minimum qualifications required to perform the job: work experience (including type of work and number of years required); education (including desired degree and field of study); specify certificate or license requirements.
• Bachelor’s degree, in business preferred.
• One year of experience supervising sales or operations employees.
• Four Years direct Sales Experience.
Competencies / Attributes
Indicate relative “qualitative” or other important aspects that would enhance the ability to perform the job. i.e. detail oriented, customer focused, team player, etc.
• Excellent interpersonal and problem-solving skills and strong written and oral communication skills.
• Ability to operate effectively without close supervision.
• Consultative selling and negotiating skills
• Ability to travel, Overnights and Weekends Required
• A reliable means of transportation sufficient to visit client locations and carry large quantities of product.
• Provide personal vehicle liability coverage sufficient to meet corporate minimum requirements.
• Strong Leadership Skills
• Organizational Skills
• Strong presentation Skills
• Team Player, Positive Attitude
Nature and Extent of Direct or Indirect Controls Exercised by the Supervisor
□ Task Level High □ Departmental/Division Level High
□ Project Level High □ Consultative Level High
The amount of discretion or freedom this position has
□ Strict Adherence to Guidelines
□ Interprets and Adapts Guidelines
□ Develops and Implements Guidelines
Working Conditions /Physical Requirements
Indicate the normal working environment i.e. office, store, warehouse, etc. as well as any physical requirements required to perform the job duties (lifting requirement, dexterity, etc).
The work environment involves everyday risks or discomforts which require normal safety precautions typical of such places as offices, meeting and training rooms, retail stores, and residences or commercial vehicles, e.g., use of safe work practices with office equipment, avoidance of trips and falls, observance of fire regulations and traffic signals, etc. The work area is adequately lighted, heated, and ventilated.
The work is sedentary. Typically, the employee may sit comfortably to do the work. However, there may be some walking; standing; bending; carrying of light items such as papers, files, books, small parts; using a keyboard, driving an automobile, etc. No special physical demands are required to perform the work.
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