Territory Sales Manager Jobs

Position Purpose:
The Territory Sales Manager (TSM) is responsible for leading an outside sales team comprised of HDIS Sales Managers (SM), Managers of Lead Generation (MLG), Design Consultants (DC) and Home Services Project Specialist (HSPS) in-store lead generators across a large geographical sales area. The outside sales team is responsible for performing professional product demonstrations through the use of digital selling tools and securing sales orders while in customers' homes for interior and exterior product lines. The exterior installed products include windows and exterior doors while the interior installed products include cabinet refacing, countertop, backsplash, and home organization (e.g. closet & garage). The TSM will lead their Sales Managers to follow standardized practices for in-home selling, store connectivity, Design Consultant engagement, onboarding, and training across retail and services business lines. The TSM will lead the Lead Generation team (MLG and HSPS) to produce high quality appointments by prospecting in the store and building effective relationships with their store partners to grow appointment pipeline. The TSM will act as the sales single point of contact for regional leaders to address a range of topics from sales performance, appointment pipeline growth, customer experience, and category growth.
Major Tasks, Responsibilities & Key Accountabilities:

• 20% Tasks, plans, and aligns - Works in close daily alignment with branch operations partners to ensure sales and install teams are providing a seamless project experience and overall project cycle times that meet or exceed our Voice of the Customer (VOC) survey goals Ensures outstanding sales tasks related to successful project installation are completed with the appropriate level of urgency to maintain best-in-class customer experience
• 50% Ensures Accountability and drives vision and purpose - Leads a team of Sales Managers and Managers of Lead Generation across two business lines selling in-home interior and exterior product lines Ensure Sales Managers are following standardized selling practices, adherence to playbooks, following established roles and routines Ensures SMs and MLGs are teaching, coaching, and training their teams 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 Drives local market lead generation through the creation and maintenance of strong store relationships (store connectivity) by regularly engaging and partnering with Store Managers, Assistant Store Managers, and Associates throughout our stores. Ensures Lead Generation teams are supporting the business to drive productivity in store generated appointments
• 30% Drives Results - Responsible for meeting/exceeding Net Sales Plan for assigned stores Ensures Sales Managers and Design Consultants are meeting or exceeding target for Sales Plan for SMs and Sales Performance Tracking (SPT) performance metric for DCs

Nature and Scope:

• Number of Direct Reports: 4+
• Position reports to Regional General Manager.

ENVIRONMENTAL JOB REQUIREMENTS

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.

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+ years

Preferred Qualifications:

• Prior experience leading an outside B2C sales force
• Ability to negotiate, handle complaints, settle disputes, and resolve grievances with both internal and external customers
• Excellent written and verbal communication skills
• Construction/home improvement industry experience

Knowledge, Skills, Abilities and Competencies:

• Strong business acumen.
• Drives Results
• Drives Engagement
• Customer Focus
• Collaborates
• Communicates Effectively
• Strong negotiating skills.
• Develops Talent
• Attracts Top Talent
• Strong time management and organizational skills.
• Builds Effective Teams
• Proven problem solving and multi-tasking skills.
• Collaborative leadership skills where strong value is placed on partnerships.