TITLE: Retail Sales Representative
LOCATION: Assigned Territory and Plant
GENERAL FUNCTION
Sells the Company’s products and services in order to attain maximum sales volume. Implements Company programs and sales strategies for increasing sales and profits, utilizing the principles of the Marketing Star as well as a broad knowledge of the Company’s policies, products and services. Coordinates and implements sales and merchandising presentations and ensures superior sales service for established accounts. Develops new prospects on an ongoing basis.
SPECIFIC RESPONSIBILITIES
*1. Sells the Company’s products and services to established and new accounts in order to attain maximum sales volume and in excess of the minimum volume required for this level Rep. Prepares and achieves targeted sales goals and profit criteria, implementing Company programs and sales strategies for increasing sales and profits. Utilizes the principles of the Marketing Star as well as a broad knowledge of the Company’s policies, products and services in order to accomplish this function.
*2. Identifies and researches potential prospects, develops new accounts and maintains regular contact with established accounts in order to ensure superior sales service, customer satisfaction, and identification of additional sales opportunities. Handles any necessary, timely follow-up needed with accounts in order to close sales.
*3. Communicates and implements marketing programs, conducts retail sales training including proactive “keep the sale” training to minimize returns, coordinates sales and merchandising presentations, and conducts Plant tours. Performs quarterly reviews with every dealer.
*4. Acts as consultant for assigned retail accounts in order for the retailer to maximum and grow their business including assisting dealers in proper floor displays, layouts, and merchandise selections. Provides advice to dealer regarding local promotional and advertising plans, and provides proactive assistance to the retailer in analyzing promotional/advertising results as well as day-to-day results and trends.
*5. Works effectively with Manager, Plant management and Plant personnel in order to ensure fulfillment of sales orders, and resolves issues and problems in a proactive and effective manner. Coordinates orders with Plant staff, and communicates specific terms and conditions of sales orders as well as any other special issues related to accounts.
*6. Works with dealer contacts and effectively resolves late payment, delivery or return problems, product quality issues while discerning perceived and valid issues, and/or other product/service concerns. Troubleshoots and mediates any ongoing dealer order or scheduled delivery timing and/or efficient dealer receiving concerns.
*7. Completes required paperwork, hard copy and electronic reports and records accurately and on a timely basis. Analyzes prepared reports and prepares appropriate responses or recommendations. Accesses Company electronic systems as needed.
*8. Maintains current knowledge of all Company products, service, marketing techniques, ordering procedures and pricing schedules. Maintains knowledge of current trends in the field and attends appropriate training programs, national and local sales meetings, Plant meetings, trade shows and other meetings.
*9. Monitors competitive manufacturers and non-Serta products in order to compare and sell Serta products and services more effectively. Makes recommendations to supervisor regarding new sales and marketing programs.
10. Services national accounts and key regional accounts as directed.
11. Provides assistance with special projects as needed.
12. Performs other duties as assigned.
*Essential Functions
Retail Sales Representative page 2
EDUCATION, TRAINING AND EXPERIENCE
A. REQUIRED: 1. High School graduate or equivalent
2. Three years related, progressively responsible and successful outside sales experience (or one to two years such experience with bachelors degree).
3. Beginner to intermediate spreadsheet, word processing, email systems, and internet research skills.
4. Must have a valid drivers license, a good driving record and be able to provide proof of auto liability insurance.
B. DESIRED: 1. Bachelor’s degree in sales, marketing or related field.
2. Experience in the furniture or bedding industry (retail and/or manufacturing).
3. Beginner to intermediate knowledge of presentation or database software
WORKER ATTRIBUTES
1. Effective communication (verbal/written) and interpersonal skills to work effectively with external and internal contacts
2. Ability to work independently without close supervision
3. Ability to effectively represent the Company and products and services to dealers, vendors and other external contacts
4. Possession of creative and innovative aptitude related to sales and marketing activities
5. Effective analytical, organizational and planning skills
6. Ability to exercise discretion and sound judgment
7. Ability to interpret and support standards, policies and procedures
JOB IMPACT
Errors committed in the course of performing the duties of this position could cause customer relation problems, a negative reputation and loss of market share, thus impacting the overall profitability of the Plant and the Company.
WORK ENVIRONMENT
Work involves extensive local and regional travel to prospective, new and established accounts within the assigned territory. As a result, the Sales Rep must maintain a valid driver’s license, a good driving record, and be able to provide proof of auto liability insurance. Work involves occasional overnight national travel, and exposure to usual hazards found in a manufacturing environment.
JOB RELATIONSHIPS
SUPERVISED BY: Retail Sales Manager or Retail Field Sales Manager; may receive direction from the Chief Sales Officer, Regional VP of Sales or other Group management or local Plant Triad management
PROMOTION TO: Retail Account Manager or Retail Field Sales Manager
PROMOTION FROM: Hybrid Retail Sales Rep, or Key Customer Service Rep/Retail Service Rep
EEO CLASS: 2
This description is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct and control the work of employees under his/her supervision. The use of a particular expression or illustration describing duties shall not be held to exclude other duties not mentioned that are of similar kind or level of difficulty.
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