Regional Sales Manager – DIY / Hardware Retail - J
Executive Placements · Kensington
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Start free — we apply for you →The Regional Sales Manager is responsible for driving sales growth, product ranging, merchandising standards, promotional execution and customer development across DIY, hardware and related retail customers within the assigned region.
This is a hands-on, field-based sales management role requiring regular store visits and direct involvement at store level. The Regional Sales Manager will lead, support and develop a regional team comprising two Sales Representatives and one Field Sales Representative, while also personally engaging customers, store management and relevant buying personnel.
A key responsibility is ensuring that market intelligence, ranging opportunities, competitor activity and store-level execution issues are communicated back to the National Sales Manager, enabling effective national key account negotiations, ranging discussions and promotional activation.
Main Functions and Responsibilities
Regional Sales Management
Take responsibility for achieving regional sales, volume, distribution and growth objectives.
Manage regional sales performance against agreed targets, budgets and priorities.
Develop regional sales plans aligned with national sales and key account strategies.
Identify underperforming customers, stores, territories and product categories and implement corrective action.
Maintain a strong physical presence in the market and regularly accompany Sales Representatives on customer and store visits.
Ensure the sales team focuses its time on activities that generate measurable sales, ranging and distribution improvements.
Store-Level Sales and Execution
Conduct regular store visits to assess product availability, ranging, merchandising and promotional execution.
Negotiate with store management for improved shelf space, product positioning, secondary displays and promotional space.
Ensure agreed planograms, displays, promotional activities and merchandising standards are correctly implemented.
Identify out-of-stock situations, stockholding issues, incorrect pricing and poor product positioning and ensure corrective action is taken.
Check that promotional stock is available and correctly displayed for the duration of promotional activity.
Ensure products are clean, correctly priced, visible and professionally presented.
Identify opportunities for additional displays, cross-merchandising, gondola ends and other high-visibility positions.
Work closely with store personnel to improve product visibility and maximise sales opportunities.
Product Ranging and Distribution Growth
Drive the expansion of the company's product range within existing customers and individual stores.
Identify products and SKUs not currently ranged that are appropriate for specific customers or store profiles.
Present and motivate ranging opportunities based on
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