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  • Houston, TX
  • MIchele Heidari

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Territory Sales Manager

Sears Home Services • Houston, TX

Posted 11 days ago

Job Snapshot

Travel - Road Warrior
Degree - 4 Year Degree
Retail, Sales - Marketing, Training
Sales, Management, Training


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Job Description

The Territory Services Leader (TSL) is responsible for partnering with the field and store leadership, to ensure execution of the Home Services and Protection business objectives are met through proper implementation of customer focused selling within assigned markets. This position teaches and coaches the selling model and sales floor effectiveness coaching, develops market strategies to meet HS revenue targets, supports performance leadership, build and manage relationships at field leadership and store levels, and assists with store employee development (SGM, ASM, associate). This position partners with field leadership to identify and prioritize HS revenue and behavior opportunities. This position also visits key velocity markets and underperforming markets as needed.

Responsible for developing / managing strategies and key relationships in assigned markets for meeting HS revenue targets in over 75 locations accounting for annual sales of over $20M in assigned retail sales channels (FLS/SHO/Kmart). Partners cross functionally, integrates into the field (client) business rhythms, utilizes multiple forms of communication, and influences without authority to accelerate and enhance field learning to create a wow member experience to achieve business results within a defined geography.

Job Requirements

Job Duties/Responsibilities:
  • Keeps the Customer Experience at the center of work and during store visit interactions. Models SHC Mission. Reviews critical performance metrics framed in the customer perspective, and develops plans to improve satisfaction levels
  • Achieves HS Revenue Plan by teaching business literacy and connecting how Home Services relationship products create member loyalty and enhance member satisfaction to support profitable sales & satisfaction at District & store leadership levels
  • Develops critical relationships within the retail field organization at all levels across sales channel formats in assigned geography
  • Integrates into field (Client's) business rhythms to support clients' expectations, demonstrates business acumen, and gains confidence through daily, weekly, and monthly interaction
  • Develops business strategies in partnership with field leadership, conducts gap analysis to identify and eliminate roadblocks to performance, supports proper coaching methodology at each level of leadership, and actively teaches selling and coaching process.
  • Works with field leadership partners to grow HS business elements by demonstrating EMR (Express, Model & Reinforce) of the selling process, doing side‐by‐side coaching, implementing teach back/teach forward/playback process, market training, benchmark performance, goal setting, and proficiency management
  • Provides clarity and guidance of training tools and resources available to master the features and benefits of Home Service relationship products, and intergrates them into the selling model
  • Listens to field leadership needs, understands training and learning gaps at store level. Develops, deploys, and tracks training for assigned territory.
  • Partners with field leadership and store leadership to develop commitments and action plans as a result of time and expertise shared during store visits and or/sales training meetings
  • Establishes contacts, develops relationships and assists in the management of Third Party accounts to support revenue growth opportunities
  • Understands competitive landscape, stays abreast of industry trends, shops and reviews competition to develop and execute strategies to constantly optimize sales position in market.
  • Serves as a field voice/liaison to provide Home Services Hoffman Support Team customer insight, feedback on HS products and initiatives

Job Requirements:
  • Valid Drivers License
  • Ability to lead / influence a team or business group responsible for delivering results
  • Ability to accept responsibility and accountability for Profit and Loss (P&L) financial or goals and metrics
  • Excellent communication, both verbal and written, and interpersonal skills, with the ability to communicate with company leaders, line associates, supervisors, and management either one‐on‐one or in small and large group settings
  • Ability to effectively present and facilitate training in front of a group audience
  • Ability to manage multiple accounts by organization, planning, and scheduling
  • Computer skills, including proficiency using the Internet and Microsoft Office applications
  • Strong verbal, written, and telephone communication skills
  • Ability to perform multiple tasks with strong attention to detail
  • Ability to periodically work flexible schedules based on business needs
  • History of effective team building and customer orientation
  • Demonstrated underling of the change management process.
  • Effective problem resolution skills
  • High degree of business acumen and multiple business models
  • Thorough understanding of and the ability to execute sales techniques, processes, and contact management
  • Ability to position benefits to various levels within the organization to assure management support and full associate participation
Education Experience: Bachelor's Level Degree
Years of Related Experience: 3‐4 Years
Driver's License Required: Yes
Travel Requirements: 75%
Age Requirement: 18+

#Stores, #HomeServices
Job ID: 905204BR
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