1. BROAD FUNCTION & OBJECTIVES

• Development and ution of Account sales strategies (with the Sales Manager) to achieve long-term market share, sales and profit growth for allocated store group.

• Development of sound store management and store level Account relationships.

• Managing (Hiring, Training, Coaching and Evaluating) SC in designated area

• Development of Account initiatives to deliver Account sales strategy through:  

• Product Merchandising

• Advertising & Promotional Planning

• Sales Education & Training

2. OUTCOMES

• Sales – Increase total sales vs. previous year

• Share – Increase market share vs. previous year

• Mix – Increase Posturepedic and Ultra-Premium mix vs. previous year

3. PROCESSES TO ACHIEVE OUTCOMES

• Dept Store Buying office Relationships – Develop and maintain soundly based, mutually value adding business relationships, particularly through the meeting process and the reports used to structure those meetings.

• Merchandising – Develop and maintain effective product/price proposition spreadsheets.

• Ranging – Ensure that the sales supervisory team and store managers achieve the Company’s product ranging objectives.

• Promotions – Develop and maintain effective advertising and promotional plans, aimed at sales and share of Posturepedic and Ultra-Premium segment growth. 

• Promotional Activity – Ensure that the sales supervisory team and store managers ute in Store promotional plan, and identify and ute ad hoc promotional opportunities.

• Sales Education & Training – Ensure that the sales supervisory team and store managers conduct effective sales education and training seminars in Factory & in Store.

4. MEASUREMENT OF OUTCOMES & PROCESSES

• Performance of the outcomes will be reviewed monthly and measured with a formal review quarterly.