Regional Sales Manager
Regional Sales Manager Job Description
Main Purpose:
To drive retail sales performance hitting key financial and customer KPI’s. Develop store
based colleagues ensuring succession planning and people pipeline. Ensuring operational
control and management: labour, process, H&S, Reward etc in line with company policies,
procedures and relevant legislation:
Relationships: Responsible to: Retail Operations Director
Liaison with:
Customers, Suppliers, All Stores (primarily within Region), Regional Sales
Managers, RSC colleagues, Head of Retail Operations and Human
Resources
Main tasks of job:
Store Visits
Plan and conduct regular store visits, ensuring that those store managers that require
additional support are visited on a more regular basis.
Assess Stores within Region to ensure they are fully compliant with Company policy on stock
and that promotional guidelines are followed including all relevant stock is on sale, priced,
tagged, filled out and rotated
 Assess Stores within Region to ensure that the store environment is presented with
Company standards and comply with H&S legislation
 Check that business initiatives and communicated have been cascaded and
implemented correctly in store
 Customer service is lived in store to promote high standards and future growth
 Maximise store sales/KPI’s through coaching, development of individuals and
performance management
 Play an active role in embedding new initiatives into the stores
Customers
To consistently reinforce excellent customer service at store level by continuously reviewing
store teams.
 Encourage full commitment to the company standards, selling and club fitting
processes
 To provide coaching and best practice guidance to Store Manager’s to enable
development of their teams to exceed customer expectations
 To review mystery shop & NPS data for the region, working with managers to
develop action plans where needed to create a culture of continuous improvement to
deliver ‘best in class’ service.
 To deal with Customer complaints from across the region in an effective and timely
manner.
Colleagues
To ensure Store Managers are recruited, developed, coached and managed to reach their
best potential in line with Company policies and procedures
 To develop, motivate and coach Store Managers so that they are clear about what is
expected of them and are developed to reach their potential within their roles
 Be a role model for focus and resilience.
 To maintain clear lines of contact with Store Management.
 To control Store Managers in accordance with the company disciplinary rules.
 Encourage Store Managers to drive their sales teams and adopt a proactive
approach to sales and provide ‘best in class’ customer service
 Give clear objectives and challenging targets to all Store Managers across a broad
range of sales , profit and KPI measures
 Communicate clearly and openly regarding ongoing KPI performance to all Store
Managers
 To induct new store managers as and when necessary
 To promote high standards in store
 Establish and plan regional requirements and develop future succession plans for
every store
 Take the region through the business plan
Updated January 2014
Regional Sales Manager
Financial Performance
To ensure Sales & KPI performance is monitored across the region each week and relevant
action taken where and when necessary
 To provide end of week and ad hoc, sales and performance information for Retail
Director based on overall Store performance
 Be aware of any store performance issues across the region and deal with them in a
proactive manner.
 Develop stores to ensure that business initiatives are lived in store, to a consistent
standard to maximise sales performance
 Maximise store sales through KPIs, training and performance management
Communication
Cascade company information and directives throughout the region and report back on issues
and progress
 Encourage and share best practice between stores and other regions for maximum
business benefit
 Attend regular RSM, and cross functional meetings at head office, contributing fully to
discussion, decision making and implementation of plans
 Conduct regular regional meetings with team to communicate business information
and training etc.
 Conduct joint store visits with RSC key contacts and business Directors, to share
ideas and champion ‘one team’ approach.
Legislation.
You are to support the company in its application of government legislation in its operations.
 To be personally aware of current legislation via Company Internet, company
documentation and manuals, and personal reading.
 To ensure that stores support the company and work within current legislation.
 To advise the relevant RSC department where stores are not fulfilling these
requirements.
 To conduct investigations, disciplinary and grievance hearings in relation to noncompliance, performance, breach of policy or integrity issues, in line with company
policy
Health and Safety
You are to encourage safe working practise throughout the region.
 To ensure that all Store Managers are aware of H&S standards of work.
 To cooperate with authorised Government inspectors and Company HR advisor at
all times.
 To escalate any reported incident relating to H& to the H&S Advisor.
 Take responsibility for own Health & Safety
 Use manual handling techniques where applicable
 Report any breaches of H&S to your Line Manager
 Take responsibility for general cleanliness within your own working area
Project
 Play an active role in adhoc retail strategic initiatives
 Contribute to company projects and initiatives as agreed with the Retail Director
 Communicate progress with wider RSM team and gain their input into key projects
The above is not an exhaustive list of duties and you will be expected to perform different
tasks as necessitated by your changing role within the organisation and overall business
objectives of American golf.
Updated January 2014
Regional Sales Manager
Success Factors/Behaviours Matrix
Management
Objective
As a Senior Manager of americangolf you will be required to display
certain behaviours and success factors within your role along with the
technical skills required to fulfil the role. If you are able to display key
characteristics from each of the 8 success factors this will enable you
to carry out the necessary tasks found in your job description. If there
are any shortfalls in success factor performance it will make it difficult
to complete your role to the required standard and we may need to
help you develop your skills further.
Success Factors
1.
3.
5.
7.
1.
Customer Focus
Teamwork
Drive For Results
Commercial Awareness
2.
4.
6.
8.
Operational Efficiency
Planning & Organising
Communicating & Influencing
Developing others
Customer Focus
This Success Factor is about having a genuine desire to help and serve the customer and
understanding the importance of a customer driven approach. People who perform to the highest
standard in this Success Factor understand and respond to customers’ requirements and constantly
strive to exceed customer expectations. Great Managers lead by example and form positive
relationships with, and recognise the importance of both internal and external customers.
2. Operational Efficiency
This Success Factor is about striving to achieve operational efficiency through maximising outputs and
minimising costs. Great Managers Inspire energise, encourage and influence others to achieve business
objectives whilst tracking team performance and managing under performance.
3. Teamwork
This Success Factor is about having the ability to work well within a team. People who perform to the
highest standard in this Success Factor are able to support and motivate the team to reach their full
potential. Great Managers build commitment and consensus using relationships and networks to deliver
the strategy whilst personally coaching, guiding and giving feedback.
4. Planning and Organising
This Success Factor is about having the ability to co-ordinate people, activities and resources and time
to achieve targets. People who perform to the highest standard in this Success Factor are able to
balance long-term plans with their day-to-day issues and also develop plans taking into account the
wider business context.
5. Drive for Results
This Success Factor describes a strong desire to constantly improve the way in, which the business
operates and to strive for excellence. Managers who perform to the highest standard in this Success
Factor have a proactive approach, a can-do attitude and are never satisfied with the status quo, they
champion, support and deliver positive change to improve overall company performance.
6. Communication & Influencing
This Success Factor is about having the ability to communicate clearly and concisely both in written and
verbal formats. People who perform to the highest standard in this Success Factor are able to
communicate confidently at all levels, with all types of people. Great Managers live and breathe the
company vision and is a role model for our Leadership behaviours.
7. Retail/Commercial Awareness
This Success Factor is about considering the wider implications of actions and decisions and applying
cost/benefit approaches to decision making. People who perform to the highest standard in this Success
Factor have the ability to apply sound business judgement and operate within a business-focused
framework whilst sharing ideas around store/areas and sees the bigger picture and shares the wins with
the team.
8. Developing Others
This Success Factor is about developing people and structures with the aim of building and
strengthening the company for the future. Great Managers spot talent and creates a high performance
culture where people feel challenged to meet their full potential, set clear and stretching objectives and
measure people against these.
Updated January 2014
Regional Sales Manager
Updated January 2014