JOB DESCRIPTION
Position Title:
SONY Sales Specialist
Supervisor
Scoping Level:
2
Division:
SONY
Reporting To:
SonyField Sales
Manager
Position Type:
Part time (23hrs per week)
Core Competencies:
Key Areas of Responsibility:
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Leadership, Management and Coaching
Customer Engagement and Demonstration
Customer Sales
Staff Training and Relationship
Visual Merchandising
Staff Recruitment and Induction
Staff Management, Coaching, Development
Team Compliance, Reporting and Feedback
Store and SONY relationships within territory
Key Objective of the role:
As the SONY Sales Specialist Territory Supervisor you will be responsible for the performance, ongoing
training and development of a team of approximately 10 Sales Specialists. Each Sales Specialist has an
assigned store appointed as SONY expert to deliver an exceptional SONY experience to store customers
that leads to sales. The primary focus of this team is to engage customers, demonstrate the features and
benefits of SONY products and convert these interactions into meaningful sales. They are also responsible
for implementing and maintaining merchandising standards across SONY products, driving the
relationship and value for the Retail Partner to secure additional presence and sales opportunities, and
providing speedy consumer and store feedback on activity that helps SONY deliver a competitor
advantage.
Key Responsibility Areas:
1. Staff Recruitment and Induction
 Ensure territory staffing requirements are met at all times and work with the recruitment specialist
team to flag gaps and hire new staff within territory, including completion of administration and
conducting staff interviews.
 Ensure staff complete all required induction components, including program and store
procedures, health and safety, product training and reporting requirements.
2. Staff Management, Coaching and Development
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Assist in developing and the ongoing management of a sales and product training program that
is delivered under the direction of the FSM
Assist in developing incentive programs that are created to deliver above target performance
Monitor sales performance by territory and drill down to any underperforming ‘hot-spots’ and
implement performance management programs to remedy
Ensure sales leaderboard is regularly circulated celebrating great performance to assist in
building a positive team sales culture
Day to day leadership and management of staff within dedicated territory, including
performance assessment and management, as well as ongoing coaching and development to
ensure staff meet all requirements of the program and store in line with the commercial
agreement.
Weekly work-withs in store with team members to gain first hand insights into staff performance
and to better understand the specific requirements and opportunities of the store.
Ensure staff compliance with the weekly rosters and annual/sick leave processes.
Actively promote a positive and inspiring team culture of over-performance.
Ensure staff are trained on SONY products and complete PulseLive e-learn modules as required
by SONY.
January 2013
3. Team Compliance, Reporting and Feedback
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Ensure staff compliance with all daily/weekly reporting and feedback requirements.
Ensure the efficient and speedy execution of ongoing or tactical store activity as requested by
SONY via the program manager.
4. Store and SONY Relationships within Territory
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Oversee the relationship between staff, stores and key SONY stakeholders to ensure the needs of
the retail partner and client, as defined by the program KPIs, are met or exceeded.
Personal Skill Development
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Inspirational and aspirational management style that brings the best out of staff members and
delivers exceptional results.
Well presented with excellent communication skills.
Highly organized and structured with a ‘can do’ attitude.
Proven ‘people person’ that thrives on delivering exceptional service and results in a positive
outcome for the customer, retail partner and client.
Strong understanding of the ‘Sales Process’ and how to convert customer conversations into
sales.
Exceptional relationship skills.
Keen eye for detail and spotting sales opportunities within store.
Key Relationships / Stakeholders
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Sony Sales Specialist Program Manager
Sony Field Sales Manager
Store manager and Sales Staff
SONY stakeholders
Role Requirements
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2-3 years of managing sales and/or promotional staff within a retail environment, across multiple
locations.
Proven sales-related customer engagement experience with demonstrated KPI results gained
within a similar retail sales environment preferably gained within the technology category.
High standards of customer service and relationship building with excellent communication skills.
Genuine passion, understanding and application of technology.
Outgoing and energetic personality.
High energy levels with a passion to work within a team.
Impeccable standards of personal grooming.
Available to work Thursday evening, Friday and weekends.
Own car and clean driving license.
KPIs
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Engagements and Sales conversions
Store/Personal appearance
Training
Visual Merchandising compliance
Reporting compliance
January 2013