Divisional Sales Manager

1 month ago

Toronto, Canada Pandora Jewelry Full time

The Divisional Sales Manager (DSM) is responsible for driving revenue and sales performance of a region across all physical channels of distribution, including wholesale concept stores, multi-brand accounts and shop-in-shop locations, and owned and operated (O&O) concept stores. They will manage the relationship with wholesale partners and directly manage the Store Managers from O&O concept stores.

To meet and exceed commercial targets within their region, the DSM will be relationship focused, sales driven and have the ability to influence others. They will also have strong business acumen and an understanding of key performance indicators, inventory management and business planning to strategically know what levers to pull or influence to impact business. They are responsible for achieving a sell-in and sell-out budget in every door and own the success of their region. The Divisional Sales Manager is responsible for ensuring that our customer’s experience is flawless and consistent every visit.

To build a high performing team, the DSM will have a talent focused mindset and be passionate about recruitment, retention, training and development of individuals. They will also have the ability to coach their leaders to do the same at all levels within the stores.

The DSM will report into the Divisional Sales Director.

**Essential Functions**:

- Deliver sales performance against forecast and targets by acting upon best practices and effectively executing business plans and sales strategies throughout the region
- Identify trends, wins and opportunities to develop business plans and sales strategies that drive the revenue growth and profitability of the area
- Partner with Divisional Sales Director to set sales and KPI goals for the owned channels within the region
- Set KPI goals, budgets, objectives, and marketing plans for each multibrand and franchise store in the region and communicate with owners
- Reviews store financial reports, analyzing Key Performance Indicators (sales, traffic, etc.) for trends, opportunities, and deficiencies and coaches as appropriate.
- Coach and support Store Managers, account owners and franchise owners on talent management, inventory management, brand standards and operational standards.
- Coach and support Store Managers, account owners and franchise owners to drive service excellence in store, with a focus on delivering a world class customer experience
- Ensures compliance in key operating issues (audits, loss prevention, policy, procedures); trains Store Managers on methods to ensure compliance, improve productivity and reduce shrink
- Challenge and motivate team in an atmosphere of mutual respect by fostering support of innovative business practices
- Prepares and conducts performance appraisals and evaluations for O&O Store Managers; recognizes performance gaps and coaches Store Manager to take appropriate action
- Proactively recruit, develop and retain Store Managers and store leadership as needed
- Leads the rollout of company initiatives and product launches, and consistently monitors progress and provides ongoing coaching to ensure success
- Determines the optimum use of payroll and resources to maximize store contribution and financial results for O&O stores
- Analyze and optimize the sell in and sell out performance of multibrand and franchise stores
- Monitor and help manage inventory levels at each wholesale / franchise account to optimize sell-in and sell-out.
- Prospect for new multibrand opportunities for continuous growth and development of the region
- Optimize multibrand network by evaluating dealers and collaborating with the Divisional Sales Director to close, upgrade, and open accounts to maintain best mix of accounts to maximize sales potential of the region
- Monitor and respond as needed to customer experience surveys for owned and franchise stores
- Travel to all points of distribution within the region to have a strong field presence, build relationships and gain a firsthand understanding of the business
- Develop and foster relationships with wholesale retailers and key accounts within the region
- Build key cross functional relationships, communicating as needed relevant business information, and to gain support for on-going field needs present and future as changes occur through the store fleet growth
- Control expenses within the region to meet budget guidelines
- Maintain accurate reporting on the performance of the region - forecast and report on sales performance on a regular cadence
- Define and role model the target behaviors for the sales organization in collaboration with the wider leadership team

**Something About You**:

- Bachelors degree in Business, Marketing, similar field or equivalent working experience
- 8+ years of multi-store leadership experience
- Retail and wholesale experience
- Geographically located in division or willing to relocate to division
- Value based leadership skills with a proven ability and passion to co

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