Manager of Sales Needed

Position: Manager of Sales
Department: Sales and Field Services

SUMMARY: Directs the sales and service activities of the internal sales staff to insure that all sales and service activities reflect the company's overall sales and marketing objectives; responsible for executing sales promotions and reaching objectives, for day to day management of department, for sales training of staff and performance evaluations. Supports the four corporate primary objectives, the mission statement and the strategic plan.

KEY DUTIES AND RESPONSIBILIES: include the following. Other duties may be assigned

Meet annual sales merchandise and pic budget
Expectation: Creatively utilize all resources within your control, ie., staffing, promotions, incentives, etc. to meet or exceed overall merchandise and pic budget including returns
Manage and develop internal sales activity and staff ¡V ensure that telemarketing sales department is effectively staffed at all times
Expectation: Open positions are filled within 45 days of an opening. Conduct product and sales training weekly. Reviews to be conducted and submitted on time
Leadership:

Directly supervise with passion and skill while developing reporting staff members. Empower a positive and creative work environment
Effectively network within the organization with a positive attitude
Effectively coordinate and network within VP of Sales/IRRA, Director of IRRA and Field Services and Director of Marketing to develop and implement sales promotions.

Expectations:
Present problems and concerns in a positive, solution oriented way. Lead with possible solutions. Have leadership skills recognized as superior by direct reports and peers. Support direction and positions taken by company management and VP of Sales/IRRA.

Track, analyze and discuss sales results with staff daily
Expectation: Sales report to be completely accurately and distributed daily to staff. Coaching to be conducted with staff as appropriate to rectify problems early and reinforce positive variances to budget
Monitor sales campaigns, promotions, and programs with in-house sales reps and Director of Sales/IRRA
Expectation: Develop and communicate quantitative measurable results from all sales campaigns promotions/programs in order to determine effectiveness of same
Develop annual price list to ensure maximum company profitability
Expectations: Careful analysis of impact of changes to company pricing structure and actual pricing that maximizes company profitability and minimizes overall risk. Price list preparation to meet corporate project timeline goals
Serve as liaison between the sales department and other departments in the order-processing loop to ensure an efficient flow of orders through the company
Expectations: Returns are to meet or be below budgeted levels. Orders on hold to be with acceptable parameters. Ensure communication between distribution and sales is timely and accurate
Troubleshoot and problem-solve issues/concerns identified by the sales staff
Expectation: Be available to your staff and resolve concerns expeditiously
Review the following reports on a daily basis

Hold Report
Backorder Report
MTD Sales Report
Review the following reports on a monthly basis:
Customer Ranking
Hot Prod
SOTB
Statement of Income

Expectations:
All reports to be distributed on time and accurately
Statement of income to match the MTD sales report or variances resolved
Review SOTB for accuracy
Resolve back orders on required materials or merchandise that will have a significant impact on meeting our revenue budget promptly or report them promptly

Conduct sales training for reporting staff and ensure currency and professionalism in sales techniques and approaches. Expectation: Monitor at least 2 calls per rep per month to ensure this is met. Provide feedback where appropriate.
Telephone contact and correspondence with membership regarding:

Service complaints
Special member requests
Expectation: Email and phone contacts responded to within 24 hours

Assist in the preparation of the annual department budget.
Expectation: Prepare and submit annual department budget within time line prescribed by PEG. Also take a holistic viewpoint when doing so to maximize corporate profitability
Assist with annual income forecast
Expectation: Working with VP of Sales/IRRA, Director of Sales/IRRA and Director of Marketing and Communications, prepare and submit annual income within time line prescribed by PEG
Serve on various committees as assigned by Vice President Sales & IRRA
Expecation: Ensure tenure on committees is relevant and productive to meeting departmentr goals
Back-up sales reps when necessary
Expecation: In circumstances where there the call volume is greater than the staffing, pitch in by answering the phone and helping our customers
Develop, implement, and monitor incentive/recognition programs for sales department
Expectations:

Develop new incentives that set the standard for PADI and the industry, but are commensurate with increased performance the programs reward
Promote regional and national PADI marketing initiatives
Provide quarterly report of current incentives, to include bonuses/commissions/special incentives compared to budget and or variances. In essence make these programs accountable and measurable and communicate them the management in order to eliminate any concerns with the governance of these programs

Work closely with Director of IRRA and Field Services to develop sales strategies, establish goals and motivate/assist all team members in reaching their goals, and monitor department performance.
Expectation: Clear alignment between Sales Reps and RM¡¦s job description, goals, incentive programs and compensation. Monthly communication feedback on the above

SUPERVISORY RESPONSIBILITIES: Directly supervises the sales representatives. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, training, and developing employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; identifying, analyzing staff concerns, addressing complaints and resolving problems.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION AND/OR EXPERIENCE:
Bachelor's degree (B.A.) from four-year college with degree in business, or extensive retail/wholesale sales experience
Business, marketing, communications or equivalent experi
Three to five years sales experience with proven track record
Two years supervisory experience
Dive store ownership/management experience preferred

LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, or technical procedures. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS: Ability to calculate figures and amounts such as discounts, interest, commissions and percentages.

REASONING ABILITY: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

BEHAVIOR REQUIREMENTS: Ability to follow directions from a supervisor; ability to interact well with co-workers; ability to understand and follow posted work rules and procedures; ability to accept criticism.

CERTIFICATES, LICENSES, REGISTRATIONS: PADI certification, Instructor rating or higher, required

OTHER SKILLS AND ABILITIES:

Excellent sales and human relations skills
Ability to gain trust and cooperation of co-workers and direct reports
Excellent verbal and written communication skills
Strong organizational and communication skills
Ability to handle sensitive political issues
Strong leadership and coaching skills
Excellent problem-solving abilities
Creative, approaches work with skill and passion
Proficient in computer skills including spreadsheet, Internet, groupware

To apply please send your resume to:

The Human Resources Manager
PADI America
30151 Tomas
Rancho Santa Margarita, CA 92688
Email: tamara.higham@padi.com
Fax: (949) 267-1263