Regional Sales Manager - Retail Apparel Brand - West & South

Job Purpose:

To manage the retail operations of the respective stores in a region efficiently and run it as a successful business through effective stock management, visual merchandising, business development & analysis, CRM Management, HR overview and Training and achieve the desired sales targets while ensuring the customer service of highest standards.

Job Context & Major Challenges:

- A regional manager has to manage the retail operations, and at the same time achieve the sales target within a stipulated budget allocated for the region.

The major challenges of the jobholder are:

- Driving Store managers to consistently perform and not deviate from processes or daily operations.

- Foreign brands are entering in the market which are attracting the CCAs with high pay-packages Retention.

- Consistency of the sales even in the absence of good CCAs or bad market conditions

- Footfall high in certain stores but sales not up to those standards due to recreation shopping

- Inventory management - Shrinkage

- CRM Management

- Training & Recruitment

- Region Profitability

Accountabilities :

Customer service quality :

- Establish & Develops rapport with potential and actual customers

- Ensure clean and safe environment for the customer

- Ensures 85% capture of customer feedback store wise - Review for all stores and point gaps

- Ensure right capture of customer information, looks at trends across region and gives unique insights

- TC Experience - Keeps check on service delivered & customer complaint resolution.

- Adherence to One system & super store audits for all stores in the region

People Management :

- Ensure the punctuality of the staff

- Part of morning briefs during store visits.

- Ensures Teams are job satisfied and issues sorted timely

- Checks roster before implementation and checks weekly manpower plan vs actual

- Ensures 3 months hand holding process is carried out efficiently

- Ensure Training needs are carried out on a monthly basis with effectiveness

- Planning, monitoring and Appraisal of the staff on the quarterly basis

- Take the initiative at the regional level to improve the employee engagement

Visual Merchandising :

- Ensures Implementation of the plan along with the VM champs & HO

- VM changes at the suitable times in the store

- Ensures the display of all physical branding elements in stores

- Ensure the lighting, display is proper and is as per VM manuals

- Ensures cleanliness maintained - audit on a weekly basis

- VM checklist - weekly audits and adherence to SOG, timely feedback to HO on practicality /effectiveness of the guidelines.

Standard Operating Procedures :

- Adherence to SOP's as defined by store operation manual.

- Monitors store opening/closing time & Identifies trends and and provides rectification

- Daily / Global Counts - Ensures compliance on a 15 days- basis

- Inventory management - Ensures stock control for the region as per guidelines - reviews audit reports

- Ensure that the housekeeping staff follows the checklist properly - Weekly audit

- Control mechanical maintenance of lights, air-system, electrical equipment - weekly audit

- Vendor payments - Approves store expenses basis budget

- Defects & Service recovery - Ensures timely response from HO

- DMS Entry - Ensures adequate support from HO

- Weekly Audit of cashiering and warehouse activities.

Cost Management :

- Controlling Store operation expenses.

- Schedule the expenditures for the month (petty cash management)

- Follow the preventive maintenance schedule to reduce the costs

- Audits the safety, energy consumption, and expenses reports

- Audit costs incurred on the services provided by the vendors

- Audit cash deposits and submission of credit slips on a forth night basis

- Audits records pertaining to customer discounts, schemes

Achievement of sales targets :

- Co-ordinate with HO & SM about the monthly targets as defined in annual store budget plan.

- Sets targets for store by brands/category/ crew /floors seeing trends & annual budgets.

- Define & Analyze KPI trends for store & regions

- Analyze above trends on a weekly basis and guide teams with proper plan for accomplishing desired results

- Ensure effective CRM Management to Drive sales.

- Develop Relations with key clients in the region

- Ensure GSPS targets are met - analyze trends on gaps and suggest way out

- Explore Tie up opportunities in the region

- Ensure depletion channel activities are well managed & budgets met.

Shrinkage control:

- Ensure Zero shrinkage for the region.

- Ensure the global count as scheduled in the SOP manual

- Ensure that nobody from the staff indulges in pilferage and other activities

- Random Weekly Audit

Training & Recruitment :

- Responsible for adequate Staffing

- People Development through enhancing collective skill and updating product knowledge for individuals.

- Ensure Training needs for SM / SGM are met as per development plan on a quarterly basis

Merchandising :

- Identifies Trends across the regions and gives inputs on a weekly basis to SM/SGM and buying team.

- Suggests brand category mix and merchandise assortment for new seasons to buying planning team