Education and Experience:|
A bachelor’s degree in business or a related field is strongly preferred. Candidates should have experience in retail sales. Window coverings experience is preferred.
Knowledge, Skills and Abilities:
Is able to communicate effectively in training and/or presentation situations; handles questions and concerns with confidence and ease; has comprehensive product and technical knowledge to present facts clearly; is able to improvise when unexpected circumstances arise. Very good presentation skills are essential, as the Sales & Service Rep will frequently be called on to give product knowledge presentations to groups consisting of 2-10 sales associates, and occasionally to larger groups of 40-50 in-store sales associates. Creative, memorable presentations will leave a positive, long-lasting image in the minds of in-store associates and department managers, and will result in increased sales.
Customer Service Skills
Is easy to approach and talk to; anticipates customer needs; spends the extra effort to put others at ease; is sensitive to and patient with the interpersonal anxieties of others; builds rapport well; is a good listener; is cool under pressure; not defensive or irritated in difficult situations; displays maturity; can hold things together in difficult situations; handles stress well; not knocked off balance by the unexpected; doesn’t show frustration when resisted or blocked; is a settling influence when necessary; responds to external and internal customer requests in a timely manner.
Manages travel efficiently to avoid incurring unnecessary expenses to the company; plans activities in advance; prioritizes activities and unexpected situations appropriately.
Arranges files and information in a useful, logical manner. Can orchestrate multiple activities simultaneously to accomplish goals. Must be able to solve problems and work independently with minimal supervision.
Understands and uses sales data to identify selling opportunities and increase sales; anticipates and takes steps necessary to quell objections from store associates and end users concerning SWF products; effectively deals with unexpected objections as they arise; continually builds rapport with associates at all levels within the store setting (managers and sales associates); is familiar with the qualifying process and effectively communicates the benefits of all products
Has the product knowledge to do the job well; is able to effectively answer questions regarding features and benefits of all products; communicates technical information well with store associates and end users. Also has expertise regarding competitors’ products. Uses that knowledge effectively to present Springs products favorably and professionally, and at the expense of competitor products.
This position requires the basic maintenance and repair of powered and non-powered machines to cut down stock products in the stores of retailers. Some mechanical aptitude is required, along with frequent use of hand tools and small electric tools, ie. pliers, hammers, screwdrivers, electric drills, etc. to maintain and repair machines, and correctly assemble and maintain displays.
Innovation & Continuous Improvement
Constantly looking for ways to better present/merchandise our products. Shares ideas with manager and coworkers in other territories.
Uses Springs assets and money as if it were his/her own. Adheres to guidelines on spending for samples, meals, hotels, entertainment, etc.
Representatives are required to lift stock, sample books, and display parts weighing from 1-15 pounds frequently during a typical workday. The ability to lift up to 50 pounds is sometimes required. When more than 50 pounds must be lifted, representatives are required to obtain assistance from store personnel.
Regular work in a “warehouse” store environment with exposure to fork trucks, noise, dust and somewhat variable temperatures is necessary on a daily basis.
There is often a need to climb stepladders and work from moderate heights while installing and maintaining displays.
Driving and Overnight Travel
Most incumbents will be required to drive for extended periods of time, and may drive between 15,000 and 40,0000 annually. Overnight travel may be required (between 2 and 15 days a month, depending on the territory.)
Is able to effectively use technology, ie. e-mail, voice mail, hand-held digital assistants. Is comfortable using common office technology software, ie. Word, Excel, and PowerPoint.
Quality - (Required for all SWF job descriptions)
Uses project plan and project schedule methodology
Clearly defines and utilizes processes in daily work
Knows SFW team structure, roles and responsibilities
Integrates process methodology into daily work; MPI, QAT, 5S, 6D, Q@S etc
Looks for innovative ways to streamline work processes across the division and involves stakeholders
Identifies gaps using tools such as Baldridge criteria, WI Forward Award criteria, GPTW, IDP etc
Establishes forums to share best practices
Uses dept and company scorecard and other metrics
Measures own work to plan and reports out at a micro and macro level
Market Springs products and programs to retail stores (e.g., Home Depot, Lowe s, JC Penney, Bed Bath and Beyond, Linen s-N-Things, etc.) within a defined territory. Build and maintain positive business relationships at the store level and district level. Anticipate and respond to customer needs and complaints.
The primary responsibilities of this position are to successfully integrate national retailing programs into the territory, to promote the sale of Graber, Bali, Nanik and Springs branded products, to achieve maximum market penetration, and to attain short- and long-range objectives for retail sales growth. Typical territory sales are between $1.7 million and $4 million, and are generated through national and regional accounts with numerous store locations.
Full-time individuals in this position will typically work 50-55 hours weekly (including driving time). Occasional evening and weekend work each month.
The FSR will spend approximately 95 percent of his or her time traveling to and working at retail store locations to provide retailing and merchandising expertise to in-store retail sales personnel. This includes advising them on how to properly merchandise Springs products; training them formally and informally on product features, selling points, selling methods and techniques; installing/maintaining/repairing cut-down machines, and training in-store sales associates on the safe and correct operation of the machines; teaching correct ordering procedures; preparing for and training store reps on upcoming promotions; solving customer complaints, etc. It is extremely important that the FSR develop close professional relationships with departmental associates, store managers, department managers, and assistant managers in order to maximize sales of Springs products.
The FSR will work with Springs National Account Managers to plan and coordinate training events, new store openings, sales promotions, assortment changes, display changes, etc.
The FSR will also be responsible for the integrity of displays. He/she will regularly install new displays and update existing displays with new products or new hardware as required, clean/tidy displays as necessary and update pricing and sample books.
The FSR will spend some time planning for new store openings, in close coordination with his/her Regional Manager and appropriate personnel from the retail chain. He or she will help set up new stores, and will often attend grand openings or other special events planned for individual stores. These events often will occur on weekends.
The FSR keeps the Regional Sales/Service Manager informed of his or her activities via voice mail, e-mail, an interactive voice response system, a hand-held computer, and expense reports. He or she generally has authority to perform most aspects of the job, such as scheduling his or her own workload, effectively conducting product knowledge and selling classes to groups of up to 50 people and making day-to-day decisions necessary to maintain customer relationships and maximize sales.
Sales & Service Reps may be asked to assist in training new Sales & Service Representatives in other territories.
Quality - (Required for all SWF job descriptions) - Integrates quality at the source thinking and activities in daily, individual, team and project work. (Applies to all job duties 100%)tilizes quality/process tools and methodology in daily individual work
"Utilizes quality/process tools and methodology on teams
"Defines and documents individual processes within sphere of control
"Ensures that others are trained as back-ups on (processes) within the area/department
"Improves processes within sphere of control
"Identifies waste and rework and enacts plan to improve/solve
"Checks satisfaction of internal customers through use of quality tools and Customer/Supplier metrics
Scope of Responsibility:
Effective performance in this position will assure a solid business relationship with in-store personnel and regional office personnel. Successful performance will be reflected in the account s sales figures. Sales & Service Reps are typically responsible for servicing between 25 and 35 retail stores with combined annual sales of $1- $3 million. The representative will typically make 3-6 calls per day.
He/she must maintain travel expenses within authorized company guidelines, and properly maintain company property including the company car.
The incumbent is exposed to confidential pricing information, as well as strategically important sales and marketing plans.
No direct reports, however individuals in this position provide guidance and counsel to in-store sales reps working for our customers.
Springs Window Fashions, LLC - 9 months ago
Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world's leading corporations d...