Position Purpose:The Territory Sales Manager HDIS (TSM) is responsible for leading an outside sales team comprised of Home Depot Installation Services (HDIS) sales managers (SM), who in turn directly manage Design Consultants (DC) within the TSM’s market coverage. In partnership with their Sales Managers team, the TSM will ensure the DC Team’s execution of effective and profitable sales presentations and securing sales orders through virtual or in-home selling of all products. Along with the SM, the TSM monitors the DC team is appropriately measuring and pricing each item sold and to track the DC Team’s ’s performance to ensure product orders meet required installation specifications. The Territory Sales Manager will lead his/her Sales Managers to follow consistent and effective practices for in-home selling, virtual selling, store connectivity, Design Consultant engagement, onboarding, and training where appropriate. Working with corporate marketing, the lead generation team and field sales, the Territory Sales Manager will plan, help create and execute local marketing activities and events to drive lead flow for the territory. Across retail and services businesses lines, the Territory Sales Manager will act as the sales single point of contact for regional leaders to address a range of topics from sales performance, customer experience, and category growth. The TSM makes hiring decisions, assists with SM and DC career growth and performance assessment.Major Tasks, Responsibilities & Key Accountabilities:
45% - Responsible for meeting/exceeding sales plan for assigned stores. Audits sales and financial performance to ensure the DC Team is meeting or exceeding target for sales plan and sales efficiency metrics. Maintains highly effective branch level partnerships with the installation function to ensure sales and install teams are driving overall cycle times that meet or exceed our Voice of the Customer (VOC) customer experience goals. The Territory Sales Manager is responsible for the planning, helping create and executing all local marketing activities and events to help grow lead flow for the territory.
55% - Leads a team of Sales Managers, who in turn lead teams of HDIS Design Consultants. Leads Sales Managers to promote the appropriate implementation of consistent selling practices, including but not limited to playbooks and other effective roles and routines. Serves as a resource to ensure Sales Managers are appropriately and effectively teaching, coaching, and training their salesforce to meet or exceed sales targets while following The Home Depot Values. Creates and drives a high performing selling culture through regular coaching, performance management, field rides, and mentoring SMs. Drives local new customer acquisition thought the creation and maintenance of strong store relationships (store connectivity) by regularly engaging and partnering with store managers, specialty assistance store managers, and associates within the retail millwork and kitchen departments. Partners with internal lead generation teams that support the business to drive productivity in store generated lead referrals. Provides performance reviews, recommendations for advancement, and appropriate coaching or discipline for SMs, as well as assessment of DC team’s performance.
Nature and Scope:Position reports to Regional General Manager.Number of Direct reports - 4 Environment:Usually in a comfortable environment but with regular exposure to factors causing moderate physical discomfort from such things as dust, fumes or odors.Travel: Typically requires overnight travel more than 50% of the time.Standard Minimum Qualifications:Must be eighteen years of age or older.Must be legally permitted to work in the United States.Education Required:The knowledge, skills and abilities typically acquired through the completion of a bachelor's degree program or equivalent degree in a field of study related to the job.Work Experience Required : 8+ yearsPhysical Requirements:Requires intermittent periods during which continuous physical exertion is required, such as walking, standing, stooping, climbing, lifting material or equipment, some of which may be heavy or awkward.Preferred Qualifications: Construction/home improvement industry experience. Prior experience leading an outside sales force and leading leaders. Proven ability to influence a remote work force.Knowledge, Skills, Abilities and Competencies: Excellent communication skills. Strong time management and organizational skills. Strong negotiating skills. Strong business acumen. Proven problem solving and multi-tasking skills. Collaborative leadership skills where strong value is placed on partnerships while maintaining the ability to work independently. Ability to utilize mobile technology for remote selling and consistent communication with co-workers and customers.We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.