To drive sales performance through the role holders sales teams by continually identifying opportunities to maximise profitable sales and distribution of products through developing business with existing customers, enhancing the profile and image of Goldwell and KMS California products and sourcing and developing new customers particularly those in category A and B and Premier Professional Salons. This is an important role that has a direct impact upon the profitability of the business.
Area: London & South
Achievement of sales and distribution performance targets
To oversee area sales team on a day to day basis where profitable sales and distribution targets are maximised and accountabilities and targets are clearly defined
Specific sales and distribution targets will be set for the Area and a key result area is the identification and development of category A and B and premier professional salons.
Role holder must be able to effectively manage the performance of Sales Personnel and to train and develop sales teams skills through formal tuition and regular on-job coaching. They will be directly influencing key clients and through sales teams influencing customers to buy our products by ensuring that they understand how by using top quality, technically superior, reliable and desirable products they can maximise their profitability through client loyalty and regular sales.
Role holder is able to manage Sales Area with a reasonable degree of autonomy and is able to implement a range of solutions and communication tools to ensure sales and distribution targets are hit. They should execute sales strategies and promotions to ensure maximum impact achieved.
To attend Area Sales Manager meetings and prepare fully to ensure contribution is maximised and the Sales Director (S.D) is given all relevant information. To plan and conduct monthly Sales Drive meetings that inform and motivate through cascading information from Managers meetings , sharing best practice, problem solve and confront any poor sales performance head on.
Accurate Management of Sales Information and Activities
To complete Area teams weekly sales report on a Friday evening and issue to S.D in format as requested
To ensure all sales performance data by sales person is analysed and relevant action is taken
To communicate where necessary with Field Sales Manager and/or S.D.
To record each days work on a weekly report and post at end of week to Head Office along with ad-hoc data required as and when
To complete a weekly competitor activity report
Ideally studied business/sales management at college to graduate/post-graduate level
Working in Sales Divisions with a track record of identifiable successes in same/similar industry sectors i.e. beauty, health and possibly fashion
Ideally knows how haircare industry works and has useful contacts across the entire sector or has experience of sales functions in similar fmcg businesses
Managing an Area Sales Team and knowing how best to drive continuous sales performance improvements through team members
Manages 3+ Managers w/ small or large teams
Adapt and exchange information and reach agreement through flexibility
Negotiate agreement through discussion and compromise (final decision-maker)
To be able to undertake regular field accompaniments with team members
To motivate, coach, lead and share best practice to ensure all targets are met and complete reports on issues identified and checklists to ensure standards are adhered to.
To attend external meetings and functions. Maximise opportunities to promote the name, image and reputation of KPSS UK Ltd.
To liaise with all Head Office and Academy Departments
To ensure help is secured where necessary to continually improve sales targets and resolve any problems
Able to communicate highly effectively in writing ( producing presentations) and verbally (delivering presentations )
To influence clients to choose KPSS products and inform Senior Management of performance and issues
Internal productive relationship between Sales Director and colleagues in Sales teams is vital
Guidance and backing from the Sales Director is vitally important
Knows of all customers and sales division contacts. Able to demonstrate highly effective negotiation and influencing skills both externally and internally
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