The Pro Sales Manager (PSM) is responsible for leading a team of Pro Account Representatives to drive outside sales and profitability growth through Managed Accounts for a market. They will have direct accountability to manage portfolios of professional customers, build pipelines for targeted customers, and ensure leads are converted to incremental sales. They will coach a sales team utilizing salesforce.com and customer visits to strengthen the sales performance and skillsets of their teams. Additionally, they will drive training of new and existing processes with their team by utilizing partnerships with the multiple business units that impact Pro.
Major Tasks, Responsibilities & Key Accountabilities
20% Execution – Drive compelling Pro performance in terms of growth, profitability and Pro customer satisfaction; Deliver consistent portfolio execution; Identify and implement best practices; Conduct weekly sales updates, monthly and quarterly business reviews
40% Leadership – Provide direction and guidance to Outside Sales team on all aspects of regional professional sales; Drive and and lead market-based change; Coaching and training of Pro Account Representatives by making customer visits and managing Salesforce.com
20% Planning – Understand the market competitive environment and develop strategies to win across all Pro customer segments and all Home Depot departments; Development of operating plan to drive Pro outside sales within respective market to achieve sales targets
20% Providing Excellent Customer Service – Build strong relationships and deep understanding of the Pro Customer needs with a focus on fulfilling those needs
Nature And Scope
This position typically reports to Regional Pro Sales Manager
This position has Direct Reports
Environmental Job Requirements:
Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.
Typically requires overnight travel 5% to 20% of the time.
Standard Minimum Qualifications
Must be eighteen years of age or older.
Must be legally permitted to work in the United States.
Additional Minimum Qualifications
3+ years of previous leadership experience
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
Most all of the time is spent sitting in the same position or standing/walking or there is some requirement to lift or handle material or equipment of moderate weight (8-20 pounds).
Working knowledge of Microsoft Office Suite
Demonstrated ability to collaborate and work effectively with cross-functional teams
Ability to negotiate, handle complaints, settle disputes, and resolve grievances with both internal and external customers
4 years account management/sales management experience
4 plus years home improvement or home building industry experience
Successful professional growth in a high paced retail environment
Knowledge, Skills, Abilities And Competencies
Builds Effective Teams
Demonstrates a strong ability to create and cultivate an active network of relationships both inside and outside the organization; Ability to leverage relationships to accomplish sales and profitability goals
Strong leadership and negotiation skills; ability to persuade or influence others
Excellent communication skills; verbal, written and able to communicate globally
Builds effective partnerships throughout the organization; Actions are consistent with words
Follows through on commitments; Makes Solid Decisions: Grasps essentials of complex issues and initiates actions that are most appropriate for the business
Creates an Inclusive Environment: Demonstrates commitment to inclusion in staffing, training and development; Gets Results: Acts with urgency; Sets aggressive goals and achieves them; Creates accountabilities to ensure department are productive
Functional Competence: Understands the unique needs of the professional customer; Working knowledge of IBM computer system used by The Home Depot stores