The Territory Sales Manager HDE-HDI (TSM) is responsible for leading an outside sales team comprised of Home Depot Exterior (HDE) and Home Depot Interior (HDI) sales managers (SM) and commissioned sales consultants (SC) with an average of 4 SMs and 30 SCs within the TSM s market coverage. The commission outside sales team is responsible for performing product demonstrations through 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, home organization (e.g. closet & garage), and bath acrylic liners. The TSM will lead his/her sales managers to follow standardized practices for in-home selling, store connectivity, sales consultant engagement, onboarding and training. Across retail and services businesses lines, the TSM will act as the sales single point of contact for regional leaders to address a range of topics from sales performance, customer experience, and category growth.
MAJOR TASKS, RESPONSIBILITIES AND KEY ACCOUNTABILITIES
50% - Responsible for meeting/exceeding Net Sales vPlan for assigned stores. Ensures sales managers and sales consultants are meeting or exceeding target for Sales vPlan for SMs and Net Sales per Appointment Issued (NSAI) for SCs. Maintains highly effective branch level partnerships with the installation function to ensure sales and install teams are driving overall cycle times that meet or exceed our Voice Of the Customer (VOC) customer experience goals.
50% - Leads a team of sales managers across two business lines selling in-home interior and exterior product lines. Ensure sales managers are following standardized selling practices, adherence to playbooks, and following established roles and routines. Ensures SMs are teaching, coaching, and training their commissioned salesforce 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, specialty assistance store managers, and associates within the retail millwork and kitchen departments. Partners with internal lead generation teams that support the business such as home services projects specialists, lead generation managers, and territory managers lead generation to drive productivity in store generated lead referrals.
NATURE AND SCOPE
Position reports to Regional General Manager
Number of Direct reports 4+
ENVIRONMENTAL JOB REQUIREMENTS
Usually in a comfortable environment but with regular exposure to factors causing moderate physical discomfort from such things as dust, fumes or odors.
Typically requires overnight travel more than 50% of the time.
Must be eighteen years of age or older.
Must be legally permitted to work in the United States.
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.
Years of Relevant Work Experience: 8 years
Requires intermittent periods during which continuous physical exertion is required, such as walking, standing, stooping, climbing, lifting material or equipment, some of which may be heavy or awkward.
Construction/home improvement industry experience.
Prior experience leading a commissioned sales force.
Knowledge, Skills, Abilities and Competencies:Excellent communication skills.
Strong time management and organizational skills.
Strong negotiating skills.
Strong business acumen.
Proven problem solving and multi-tasking skills.
Collaborative leadership skills where strong value is placed on partnerships.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.