The Regional Pro Sales Manager (RPSM) is responsible for leading a team of Pro Account Representatives to drive outside sales and profitability growth through Managed Accounts for an entire region. They will have direct accountability to manage portfolios of professional customers, build account pipelines for targeted customers and ensure leads are converted to incremental sales. In addition, as The Home Depot business to business portfolio is expanded the RPSM will play a significant role in integrating all of The Home Depot enterprise offerings at each point of customer contact. The RPSM will also play a major role in recruiting, developing and leading the outside sales.
Major Tasks, Responsibilities & Key Accountabilities:
20% LEADERSHIP: Provide direction and guidance to Outside Sales team on all aspects of Regional Professional Sales. Drive and lead market based change
20% PROVIDING EXCELLENT CUSTOMER SERVICE: Build strong relationships and deep understanding of Pro customer needs with a focus on fulfilling 100% of their product, credit and performance requirements. Determine how each customer would prefer to be served and align appropriate execution, including sales calls with Regional Vice Presidents and key suppliers- Integrate with National Accounts and Government Sales.
20% MERCHANDISING: Walk the store with the RVPs, Merchants, District Managers, Pro Account Representatives, Store Managers, ASMs, Pro Supervisors, Department Supervisors, Supplier/Partners, Pro customers and others to discuss and stay on top of merchandising issues (products, pro-packs, price, displays, signage, bilingual opportunities, credit, etc.)
20% PLANNING: Understand the regional competitive environment and develop strategies to win across all Pro customer segments and all Home Depot departments. Development of operating plan to drive pro outside sales within respective region to achieve sales targets
20% EXECUTION: Drive compelling Pro performance in terms of growth, profitability, store penetration, market penetration, credit penetration and Pro customer satisfaction. Deliver consistent and effective Pro program execution – Identify and implement best practices – Coach, Leads – Pro Paint. Conduct weekly sales updates, monthly and quarterly business reviews
Nature and Scope:
Position reports to Division Pro Director
Accountable for direct supervision of the work activities of others. In addition to personnel issues — including selection, termination, performance appraisal and professional development of subordinates.
Environmental Job Requirements:
5. Typically in a comfortable environment but with regular exposure to factors such as temperature extremes, moving machinery, loud noise, and fumes which cause noticeable discomfort or a moderate risk of accident or illness.
Typically requires overnight travel more than 50% of the time.
Additional Environmental Job Requirements:
Standard Minimum Qualifications:
Must be eighteen years of age or older.
Must be legally permitted to work in the United States.
Additional Minimum Qualifications:
The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.
Years of Relevant Work Experience:
Certifications & Licenses:
Must continuously stand or walk or regularly requires lifting/handling/carrying material or equipment of moderate weight (8-20 pounds).
4 years of management experience
4 plus years home improvement or home building industry experience
Successful professional growth in a high paced retail environment
Outside Sales Management experience in a leadership capacity
Computer literacy with Internet Explorer & MS Office programs
Knowledge, Skills, Abilities and Competencies:
Provides Inspiration and Drives Change: Has the ability to start with a blank page and create a vision for the entire department; Energizes others to achieve long-term objectives.Identifies inefficiencies in processes and makes improvements; Encourages appropriate risk-taking. Influences Others: Communicates clearly and concisely to all audiences; Invites feedback and debate and listens effectively.
Leverages Partnerships and Displays Character: Builds effective partnerships throughout the organization. Actions are consistent with words; Follows through on commitments. Makes Solid Decisions: Grasps essentials of complex issues and initiates actions that are most appropriate for the business.
Adaptability: Adapts quickly to changes; effectively prioritizes multiple demands
Creates an Inclusive Environment: Demonstrates commitment to inclusion in staffing, training and development. Gets Results: Acts with urgency; Sets aggressive goals and achieves them; Creates accountabilities to ensure department are productive.
Develops Leaders: Selects and develops talented Associates and motivates them to continuously exceed expectations.
Insists on Quality and Customer Service: Has a passion for excellence; Provides highest quality results and the lowest possible cost.
Business Knowledge: Working Knowledge of marketing, finance, human resources, advertising, merchandising and operations.
Functional Competence: Understands the unique needs of the professional customer; Working knowledge of IBM computer system used by The Home Depot stores.