What are the responsibilities and job description for the Sales Manager position at Ashley Home Store?
Position Overview
As a Sleep Coach, you are responsible for achieving and exceeding store performance goals while maintaining a personal minimum sales contribution of $25,000 per pay period with 17% Bedding, 5% Protection and 41% EGM. Your compensation is structured to recognize both your individual sales and the store’s overall performance through a combination of salary, commission and incentives.
Job Duties and Responsibilities
Sales Management- Oversee daily sales operations, ensuring targets are met or exceeded.
- Motivate and lead the sales team to achieve individual and collective sales goals.
- Conduct all Manager on Duty (MOD) functions during the General Manager’s absence.
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Customer Engagement
- Provide exceptional customer service by assisting Guests in selecting furniture that meets their needs.
- Build and maintain strong relationships with customers to encourage repeat business.
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Training and Development
- Train new sales associates in product knowledge, sales techniques, and customer service best practices.
- Conduct ongoing training sessions to enhance team performance and product knowledge.
- Coach Retail Sales Associates as needed.
- Get involved in sales to meet or exceed daily sales goals.
- Ensure all Retail Sales Associates are following selling best practice and are using all required tools and materials.
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Inventory Management
- Monitor inventory levels and coordinate with the General Manager to ensure optimal stock levels.
- Assist in visual merchandising to create appealing displays that attract customers.
- Ensure all Retail Sales Associates are creating a welcoming environment for our customers and peers.
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Performance Analysis
- Analyze sales data and performance metrics to identify trends and areas for improvement.
- Prepare regular reports on sales performance for General Manager review.
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Commission Structure Oversight
- Have a full understanding of commission structure for the sales team and help Retail Sales Associates gain understanding of how to maximize their weekly and monthly performance.
- Create learning plans that help maximize performance verbally and in writing.
- Get involved in new Retail Sales Associates’ sales and those underperforming to minimize and eliminate missed draw negatives.
- Ensure all team players understand commission payout and conduct weekly and monthly coaching sessions to increase clarity.
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Marketing Collaboration
- Collaborate with the sales team to implement promotions and sales campaigns.
- Provide feedback on customer preferences to inform future marketing strategies.
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Conflict Resolution
- Address customer complaints and issues promptly and effectively to ensure satisfaction.
- Resolve conflicts within the sales team to maintain a positive working environment.
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Compliance and Policies
- Ensure all sales activities comply with company policies and legal regulations.
- Maintain knowledge of industry trends and competitor activities to stay competitive.
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Sleep Responsibilities
- Attend all virtual Sleep Coach meetings.
- Maintaining the mattress gallery per the mattress gallery standards and schematics.
- Assisting RSAs in transitioning Guests to the bedding gallery through a second touch if the associate was unable to do so on their own.
- Take bedding Tos to assist in closing bedding sales.
- Conducting in-store training and scrimmaging with RSAs in the bedding gallery during downtime to improve performance.
- Conducting weekly one-on-one coaching using the bedding coaching log.
- Clearance out dropped and discontinued bedding and accessories.
- Ensure correct posters are in the 3-tiered stands and POP (tent cards & hang tags) are current.
- Keeps the backroom clear of dropped/discontinued mattresses, bases, foundations and drop ship sleep accessories.
- Ensure all RSAs are informed of new bedding promotions and trained on the monthly Bedding Cheat Sheet
- Certify all RSAs in the Bedding Sales process
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Additional Responsibilities
- Assist with store operations during peak times including store display recovery, general housekeeping outside to inside, managing the cash register, and ensuring workload is optimized in all departments during General Manager’s absence.
- Participate in special events or promotions to enhance store visibility and customer engagement.
- Additional duties may be assigned as the need for the business changes.
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Personal Performance
- Must pass all required certifications and have a full understanding of our selling operations.
- Have a full understanding of all our policies and best practices.
- Sales etiquette must be exemplified when collaborating with Guests, peers, and Retail Sales Associates
- Be in sales rotation as an active Retail Sales Associate.
- The Sleep Coach will not lose their place in the sales rotation while they are assisting other associates with a TO or assisting with other managerial responsibilities. If they become UP and their turn is passed while they are away performing manager duties, they may come back to the list in the First/Up position.
- Meet weekly and monthly sales goals.
- Must meet all the minimum weekly and monthly sales KPIs.
- Get involved in other Retail Sales Associate sales as needed to optimize store sales goal.
- You cannot split sales with other Retail Sales Associates, without the written approval of the Regional Manager.
- You cannot discount your own sales without approval from your General Manager or Regional Manager. If a violation occurs, loss of commission will result.
Structure and Certifications
Sleep Coach Qualifications – Must be certified in the following areas: Huddles, Scrimmages, Sales Check Out Process, Strive for 5, Coaching RSAs, Onboarding Process new RSAs & Bedding Sales Process.- Base Salary: $150 / week RMS Retail Sales Associate Commission Plan with $15 / hour base rate or Minimum Wage (based on state/local mandates) whichever is greater. In the event that commissions do not exceed the assigned wage at hours worked, the hourly rate will be provided as a “Forgivable Draw.” Forgivable
Draw balances will not be treated as an advance against and prepayment of future sales compensation and will therefore not be carried forward to the next pay period. – See RMS Retail Sales Associate Commission Plan for complete commission rates. Sleep Coaches are exempt from earning overtime pay.
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Monthly Store Bonus: 25% of the GM incentive when the store achieves and exceeds its budgeted goal– See RMS General Manager Pay Plan for payout amounts. Sleep coaches must also achieve the following in order to qualify for the monthly store bonus:
- A minimum of $50,000 in written volume, 15% Bedding, 5% Protection and 41% EGM on their personal sales for the calendar month.
- R Guide Program: Eligible for incentive at a maximum payout of $300 / pay period.
Sales Standards & Accountability
- Sleep Coaches must maintain the following minimum sales requirements:
- A minimum of $25,000 in written volume, 17% Bedding, 5% Protection and 41% EGM on their personal sales per pay period.
- If minimum sales requirements are not met, it will result in the following:
- 1st Occurrence: Counseling session with General Manager or Regional Manager
- 2 Consecutive Months: Growth Plan initiated.
- 3 Consecutive Months: Evaluation by Regional Manager, which may result in removal from the Sleep Coach Position
#MPR25
Salary : $25,000
