Key Responsibilities and Required Skills for Selling Manager

🎯 Role Definition

The Selling Manager is a dynamic and inspirational leader at the heart of our sales floor, acting as the primary driver of sales performance and customer experience. This role is not about sitting in an office; it's about being present, coaching in the moment, and cultivating a high-performance sales culture. You are the bridge between the store's strategic goals and the daily execution by the sales team. Your success is measured by the success of your team—their ability to meet and exceed sales targets, build lasting client relationships, and embody the brand's values in every interaction. You are a mentor, a strategist, and a top-line driver, fundamentally responsible for maximizing the store's selling potential.

📈 Career Progression

Typical Career Path

Entry Point From:

Assistant Store Manager
Lead Sales Associate / Key Holder
Department Supervisor

Advancement To:

Store Manager / General Manager
District Sales Manager
Regional Director of Stores

Lateral Moves:

Corporate Training Manager
Operations Manager
Visual Merchandising Manager

Core Responsibilities

Primary Functions

Champion and model a client-centric culture, ensuring the delivery of an exceptional and personalized customer service experience that builds loyalty and drives repeat business.
Directly lead, coach, and motivate a team of sales associates to achieve and exceed individual and team sales goals through consistent on-the-floor presence and real-time performance feedback.
Develop and implement actionable weekly and monthly sales strategies, contests, and initiatives to drive key performance indicators (KPIs) such as conversion rate, units per transaction (UPT), and average dollar sale (ADS).
Conduct regular one-on-one coaching sessions and formal performance reviews to develop individual talent, address performance gaps, and create clear development plans for career growth within the company.
Master and effectively train the team on all aspects of the store's clienteling program, including data capture, outreach strategies, and building long-term relationships with high-value customers.
Analyze daily, weekly, and monthly sales reports to identify business trends, opportunities, and challenges, and communicate these insights effectively to the Store Manager and the team.
Manage the sales floor to ensure optimal coverage, staff positioning, and a constant focus on client engagement, dynamically reallocating resources as customer traffic patterns change.
Act as the lead 'Manager on Duty,' taking ownership of all store operations, customer escalations, and team performance during scheduled shifts to ensure a seamless brand experience.
Partner with the Store Manager in the recruitment, hiring, and onboarding process for new sales associates, ensuring a pipeline of top talent that aligns with the brand's culture and selling expectations.
Plan and lead daily team huddles and weekly sales meetings to communicate key business updates, celebrate successes, and provide focused training on product knowledge, selling skills, and promotional activities.
Uphold all operational and asset protection standards, ensuring team adherence to policies regarding cash handling, inventory control, and loss prevention to protect company assets.
Cultivate a deep understanding of the product assortment, including features, benefits, and styling, and ensure this knowledge is cascaded effectively to the entire sales team.
Drive the adoption and proficient use of all sales-related technology, including Point of Sale (POS), Client Relationship Management (CRM), and mobile selling tools.
Address and resolve complex customer issues with diplomacy and empowerment, turning potentially negative situations into positive brand experiences.
Collaborate with the visual merchandising team to ensure the sales floor presentation aligns with commercial goals and effectively communicates key product stories to the customer.
Manage and oversee special sales events, product launches, and in-store activations to maximize client engagement and sales impact.
Monitor competitor activity and local market trends, providing strategic feedback to senior leadership to maintain a competitive edge.
Foster a positive, inclusive, and collaborative team environment where feedback is encouraged, contributions are recognized, and associates feel motivated to perform at their best.
Take ownership of a specific product category or department, managing its inventory, performance, and associated team members to drive specialized growth.
Ensure all team members are expertly trained on and consistently execute all aspects of the customer journey, from initial greeting to post-purchase follow-up.

Secondary Functions

Assist in managing store scheduling to ensure appropriate floor coverage that aligns with payroll budgets and traffic forecasts.
Support the inventory management process, including participating in cycle counts and annual physical inventory, to ensure data accuracy.
Contribute to the organization's broader retail strategy by participating in regional meetings and providing constructive field-level feedback.
Collaborate with business units, such as marketing and merchandising, to provide insights from the sales floor that can inform future campaigns and assortments.

Required Skills & Competencies

Hard Skills (Technical)

Sales Performance Analysis: Deep proficiency in reading and interpreting retail KPIs (e.g., Sales vs. Plan, Conversion, UPT, ADS) to diagnose business health and formulate action plans.
Point of Sale (POS) & CRM Systems: Advanced knowledge of modern retail POS systems and CRM software for clienteling, transaction processing, and data management.
Inventory Management: Understanding of stock control principles, including receiving, cycle counts, and loss prevention measures.
Staff Scheduling Software: Experience using scheduling platforms (e.g., Kronos, Dayforce) to optimize labor and manage payroll expenses effectively.
Sales Forecasting: Ability to contribute to sales planning and forecasting based on historical data, trends, and upcoming promotions.

Soft Skills

Inspirational Leadership: The ability to motivate and energize a diverse team around a common goal, leading by example with a positive and resilient attitude.
Coaching & Development: A genuine passion for developing others; providing constructive, in-the-moment feedback and creating structured growth plans.
Clienteling & Relationship Building: Expertise in building a loyal customer base through personalized service, networking, and consistent follow-up.
Adaptive Communication: Skill in tailoring communication style to different audiences, from a new sales associate to a senior executive or an unhappy customer.
Business Acumen: The ability to see the 'big picture' and understand how daily actions on the sales floor connect to the overall financial performance and strategic goals of the business.
Problem-Solving & Decision Making: The capacity to think quickly and make sound, empowered decisions under pressure, especially in customer-facing situations.
Emotional Intelligence: High self-awareness and the ability to read social and emotional cues in others, fostering a more empathetic and effective leadership style.

Education & Experience

Educational Background

Minimum Education:

High School Diploma or GED equivalent. Relevant work experience may be considered in lieu of formal education.

Preferred Education:

Bachelor’s Degree

Relevant Fields of Study:

Business Administration
Marketing
Fashion Merchandising or Retail Management

Experience Requirements

Typical Experience Range:

3-5 years of progressive experience in a customer-facing, sales-driven retail environment.

Preferred:

A minimum of 2 years in a direct leadership or supervisory role (e.g., Assistant Manager, Key Holder, Supervisor) with a proven track record of exceeding sales targets and developing talent.