Area Sales Manager

3 weeks ago

Manila, National Capital Region, Philippines California Clothing, Inc. (Guess Philippines) Full time

Basic Purpose:
Responsible for overseeing and providing leadership for areas handled as his or her own business concentrating on sales growth and profitability, customer satisfaction, merchandising standards, recruitment, training and development of store heads. The ASM/AASM requires strong delegation, leadership, and operational skills to effectively manage high volume performance.

Major Responsibilities:

a. Sales

  • Develop the following plans for the approval of Head of Sales:
  1. Annual sales target and operating budget
  2. Strategies to realize monthly sales target (action plan) by analyzing the following: (a) performance by category; and, (b) growth opportunities/weaknesses.
  3. Formulate, recommend and execute approved promotional sales strategies in a timely manner.
  4. Monitor retails development, market trends and competition (direct and indirect) in areas handled every store visit.
  5. Establish relationships with the mall administration and local government to get first-hand information on any development in the area.
  6. Drive store heads to do a weekly competitors check of the malls they are located to and make a regular report to the Head of Sales on any development and activity by the competition.
  7. Achieve agreed upon ratio of regular vs. sale items sold per store on a monthly basis.
  8. Direct and coordinate sales organization to achieve objectives established in the organization's strategic plans.

b. Profitability

  • Cascade monthly OPEX budget and actual and instill ownership and compliance of all users.
  1. Review annual OPEX budget with Stores
  2. Setup programs to minimize controllable costs (i.e. but not limited to OTs, materials, etc.)
  3. Discuss and review Actual OPEX monthly to users and prepare adjustments needed if costs are erroneously charged and justify results to Head of Sales.
  4. Negotiate from zero to less than standard rent escalation in existing store and lower rates for new store.

c. Operational Excellence

  • Direct operations of stores and ensures that the following key areas are focused on:
  1. Implementation of action plans developed per store.
  2. Brand image standards are followed at all times (visual, signage, and marketing.)
  3. Standard policies and procedures are strictly complied by spot-checking factual work done and reports prepared by responsible person every store visit such as store management, cashiering, inventory management, stockroom management, personnel, security, and visual display.

Manage inventory level of individual stores to maximize sales.

  • Assign inventory level per store based on display capacity, salability and potential.
  • Monitor deliveries, assortment and sell thru.
  • Monitor stocks sell thru, manage non-moving items.
  • Manage stocks consolidation per area or cluster.
  • Monitor inventory requests and replenishment.
  • Execute security measures to zero out shrinkage.
  • Ensure 100% compliance of Guess Selling Culture.
  • Execute measures to avoid customer complaints.

d. People Management

  • Coach in selling, product analysis, visual display and delivering the excellent customer experience:
  1. Determine training needs of store personnel and recommend training needed to Head of Sales.
  2. Conduct the following training among store personnel as needed: visual guidelines, merchandise facts of new arrivals, new policies and procedures.
  3. Guarantee proper plantilla handling.

e. Manpower Development

  • Develop store heads to increase maximum potential as part of succession planning:
  1. Coaching and counseling of staff
  2. Objective evaluation of staff
  3. Sales and customer service skills
  4. Store visual management
  5. Inventory management
  6. Problem-solving and conflict solutions
  7. Carry out replacement planning and succession planning.

f. Reports

  • Consolidate and analyze the following reports:
  1. Loyalty program monthly membership
  2. Weekly promotional analysis
  3. Justification of monthly variance report
  4. Weekly report on Unit Per Transaction per store
  5. Monthly customer experience evaluation report

Weekly Basic Call Procedure.

Job Qualification:

  • Bachelor's Degree in business administration, management or a related field
  • 5+ years of experience as Area Manager, Territory Manager or Regional Manager and with a track record in achieving sales targets.
  • Must possess a deep understanding of the operational aspects.
  • Proficiency in inventory management, sales operations and logistics.
  • Excellent interpersonal skills, with the ability to build strong relationships with customers, vendors, and community leaders.
  • Strong analytical and problem-solving skills, with the ability to used data to make informed decisions.
  • Willing to travel and assigned in any areas and will report once or twice a week in the Head Office (San Pedro Laguna).
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