Location Manager - Luxury Slab Gallery

At Francini Inc. our Location Managers are an integral part of our company success. We depend on you oversee and lead our locations and employees with enthusiasm and with a strong emphasis on location sales and collections.

Location Objectives and Responsibilities:

  Accounts Receivable and Payables

• Maintain current and clean accounts receivables for the location.
• Lock any customer accounts that go past their term’s agreement until payment is made.
• Delegate to sales team to help with collections as needed.
• Oversee all location expenses and be vigilant for any areas to cut costs on an ongoing basis.

Employee Management

• Developing Sales Plans: The Location Manager defines and implements short-term and long-term sales strategies that align with the company’s overall business and sales objectives. 
• Assign Sales Accounts and Territories: Divide customer accounts, territories, and sales agendas and assign to inside and/or outside sales representatives.
• Goal Setting: Establish clear, measurable sales targets and KPIs (Key Performance Indicators) for the sales team, ensuring they are aligned with revenue and growth goals.
• Sales Forecasting: Providing accurate sales forecasts to senior management twice monthly, showing expected performance against targets.
• Strategic Input: Contributing to the broader organizational strategy by providing insights based on sales trends, customer behavior, and market shifts.
• Addressing Sales Risks: Identifying potential risks in the sales pipeline, whether due to customer churn, competitive pressures, or economic shifts, and developing strategies to mitigate them.
• Monitoring and Reporting: Tracking the performance of the sales team, reviewing sales metrics regularly, and generating reports to measure progress towards sales goals.
• Conducting Reviews: Holding regular performance reviews with team members to discuss achievements, areas for improvement, and setting new targets.
• Addressing Underperformance: Identifying any salespeople who are underperforming and working to improve their skills, providing additional support, or making necessary adjustments to the team structure.

Operations Management

• Oversee all vendor accounts and contracts associated with the Location on a monthly basis to assess costs and reduce unnecessary expenses.
• Manage all location employees and schedules ensuring proper coverage.
• Maintain sales visit calendar with sales team to ensure coverage in the showroom as well as adequate face time visits out in the market.
• Maintain location presentation and organization throughout.
• Work hand in hand with sales and the warehouse to ensure location processes run seamlessly from the beginning to the end.
• Oversee all location processes and ensure all policy and procedures are being followed while keeping safety as our top priority.
• Oversee all deliveries ensuring the most efficient routes are maintained. Communicate expectations with warehouse/delivery driver.
• Mediate any issues or conflicts between employees &/or customers.

Location Sales

• Provide accurate sales projections to Corporate on a quarterly basis.
• Work together with the Francini corporate office to issue annual and monthly location sales goals.
• Review final monthly sales per employee and issue next monthly sales goal.
• Review and approve commission reports for commission sales staff.
• Implement goals to increase location sales from Sales Representatives.
• Oversee and nurture all Francini customer accounts and make sure that their Sales Representative is maintaining the Francini Inc. standard of service.
• Ensure that sales teams are aggressively targeting all potential sales avenues. Ex: glass installers, sign installers, builders, restoration companies, remodelers, designers, architects, cabinet companies, dealers, marine and aviation industries, tile installers, and hotel/commercial builders and contractors.
• Develop sales strategies to increase location sales and customer base.
• Follow-up and ensure sales representatives are following up with all leads sent to Location. Ensure these leads are being entered into Stone Profits Systems under New Opportunities.
• Work to lower monthly returns. Challenge your sales teams to lower returns.
• Verify that the Sales Team is meeting with their accounts by providing follow-up phone calls with select customer accounts and/or touching base with Sales Representative on customer visit specifics. Verify that the Sales Team is logging all details of customer visits in the Stone profits CRM.
• Each location’s objective is to get full inventory turnover to 2 times annually.
• Train all employees that the oldest material on the floor is the first thing we want to promote and sell. First in, first out.

Industry Events and Participation

• Plan and execute hosting events to increase awareness and build and maintain strong client relationships.
• Plan and implement special sales and promotions to reduce aging stock.
• Industry events are key opportunities for brand exposure, lead generation, relationship-building, and market insights. Develop KPI’s for sales team to attend one industry event every two months and track contacts made, social media mentions, brand awareness and visibility noted.
• Location Manager is also responsible for Brand Awareness and is encouraged to be active in industry events as well.