PT – Retail Sales Supervisor
RETAIL SALES SUPERVISOR
PURPOSE
Lead, motivate and develop retail sales representatives within an assigned geographic area to successfully sell and implement retail distribution, shelving, merchandising and pricing objectives. Ensure consistent communication flow between direct and retail organization within defined territories. Manage resource deployment within budget to achieve maximum effectiveness.
ACCOUNTABILITIES
1. Responsible for delivering selling execution excellence of retail team business strategies, new product, established distribution, shelving, merchandising, and pricing priorities
- Assist Retail Customer Manager to develop Account Market based retail business plans aligning retail execution with General Mill’s priorities and account specific needs.
- Introduce new items and business strategies to retail sales team with the depth and clarity necessary to take action within the field
- Own the retail conditions for their defined Geography
- 4 days per week in the Field (split between working w/ reps, store audits time with account teams
- Work with Customer Teams identifying the proper store level tools that not only support GMI’s needs but partner with our customers to leverage their identity in the marketplace.
2. Establish the key link between the Direct Selling Teams and Retail organization at assigned accounts within geography to achieve maximum retail effectiveness. The Supervisor is expected to be the expert at their assigned accounts.
- Achieve distribution, shelving, merchandising and pricing results in store.
- Each Supervisor will be the leader of insuring retail execution at assigned customers
- Execute planning sessions with point of contact accounts:
o Develop 30-60 and 90-day priorities for eventual communication via the ACB
o GOAL: ACB priorities should almost never be a surprise to RSS and RCM
- Establish routine phone communication with direct account managers to communicate progress vs. priorities while staying current with changes at the account.
3. Lead, motivate and develop direct sales representatives to build an effective retail team
- Interview and hire candidates with the right skills and motivation to represent GMI
- Project a compelling and positive vision of the company to attract desired candidates.
- Monitor and coach development and performance through work-withs, individual development plans, and performance assessment:
o Strive to attain an average of 4 work withs per year within the RSS’s team.
o Apply due diligence to properly identify appropriate time with each RSS given their performance level
- Complete work with forms and have them entered into database
4. Effectively deploy retail resources
- Apply appropriate management judgment to enhance the retail deployment model provided by the National Retail Organization
o Add real world perspective to store designation coverage patterns and territory while maintaining cost effectiveness to ensure quality retail coverage
- Define and identify part-time and full-time territories and assign appropriate coverage
- Manage Broker/Agency Retail Resources to meet key account activities
- Re-apply resources to cover staffing shortages / personnel gaps to achieve priorities.
- Deliver call objectives (frequency Coverage) basis deployment model and measure actual vs. plan via the Retail Web Site Territory builder.
- Execute a resource strategy that enables the proper balance of our targeted retail resources where they can best support and enhance GMI’s Strategic Business Plans.
5. Evaluate Account Manager requests for resources, including resets, against their needs and total resource availability
6. Monitor and provide feedback concerning the Quality and Timeliness of New Item Information from Direct Account Teams to Customer Teams assigned as POC’s
- New Item code #’s, Direction on New Item Shelf Placement, Updated Distribution List, Updated Account Communication Bulletin
REPORTING RELATIONSHIPS
Reports to a Retail Customer Manager. Works with Retail Sales Representatives. Interacts with Direct Customer Managers, Customer Account Managers, and Key Account Managers.
QUALIFICATIONS
3-4 years business experience including account management
Undergraduate Degree required
SKILLS/COMPETENICES REQUIRED
Teamwork, communication, people management, leadership, critical thinking skills and results orientation.
DIMENSIONS
7-10 direct reports
600+ retail stores (could be less in highly independent-high flex-high ACV areas)
PERFORMANCE MEASURES:
- Customer Audits
- Individual Development Plan / Performance Appraisal Process and Work-withs
- Retail Technology
§ Achieve New Product Visibility Objectives
§ Achieve core distribution objectives
§ Track Performance Measurement in all Stores (emphasis on Non-Nielsen)
§ Tracking the Quality and Timeliness of Information from Direct Account Managers:
o New Item code #’s, Direction on New Item Shelf Placement, Updated Distribution List, Updated Account Communication Bulletin
§ Appropriate meetings with Account Managers to assist in developing 30-60-90 day ACB priorities and ensure Retail execution aligns with Account Business Plan
§ Others as assigned