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.