As the key “right hand” leader to the Territory General Manager (TGM), The Territory Sales Development Director (TSDD) has full end-to end responsibility for driving, executing, and sustaining a solution-based selling culture in our Pet Care Centers (PCCs). Our PCCs have evolved from just retail “stores” – we now offer everything a pet needs under one roof: a grooming salon, affordable vet care, positive dog training, expert health and wellness tips and advice, value-added memberships and rewards, and differentiated merchandise that can’t be found anywhere else. They are also micro distribution centers for our guests with Same Day Delivery, Buy Online Pickup in Store and Ship from Store. As a PCC, we strive to create seamless, connected, personalized experiences for our guests whenever, however, wherever they want to engage with us. 

• This position reports to the VP of Sales Development with indirect reporting to their local TGM

• The TSDD spends 75% of their time visiting Pet Care Centers, either virtually or in person (for safety reasons due to COVID-19, we have limited in-person PCC visits). The remainder of time is spent in an office environment

Position Responsibilities

The TSDD is ultimately responsible for ensuring our PCCs engage our customers using sales strategies to provide the complete, 360-degree health and wellness solution other retailers can’t provide. This role also requires a laser focus on:

• Developing and leading sales programs and strategies to position our employees as the ultimate health and wellness experts in the pet care industry

• Utilizing business analytics and acumen to understand and act upon opportunities, with the ability to influence leaders on strategies that will overcome sales operations gaps

• Partnering with other TSDDs and corporate partners to identify and execute programs to drive customer engagement, maximize sales and increase customer satisfaction

• Supporting and motivating our employees and PCC leaders to provide exceptional customer service and achieve our business goals within brick and mortar and omnichannel

• Exploring how technology and selling work together to provide an exceptional customer experience

• Building effective PCC teams and developing sales talent

• Instilling trust and ensuring accountability of all teams by promoting an “owner mindset”

Key Results Areas

The TSDD supports leaders across their territory in achieving the following outcomes:

• Revenue to Budget

• Services to Budget

• Omni Channel to Budget

• Customer Satisfaction

• Revenue Growth

• Services Growth

• Omni Channel Growth

• Partner Experience

Other Essential Duties

• MODEL INSPIRING LEADERSHIP. Model leadership and selling behaviors to PCC leaders and associates. Provide proactive leadership to maintain a positive business climate that motivates PCC teams, corporate teams and external stakeholders. Serve as an effective advocate for change and growth.

• PROMOTE SAFETY. Ensure Petco policies, procedures and safety standards are closely observed and executed, and all new policies and procedures are properly implemented in the territory. Bottom line, the safety of associates, customers and pets is our #1 priority.

• FOSTER A COLLABORATIVE CULTURE. Establish and promote an organizational culture that encourages leaders to seek and formulate ideas and opportunities that increase efficiency and that improve customer engagement, customer satisfaction and company image. Ensure a culture that values and promotes collaboration between all stakeholders and business partners.

• PRIORITIZE TALENT DEVELOPMENT. Ensure associates in management positions are proven leaders who can successfully execute the company’s strategic plans, meet operational objectives and manage an engaged workforce. Ensure continuation of excellence in Petco’s workforce through frequent discussions of high potential partners and initiating developmental opportunities. Actively pursue the development of bench strength through internal training and external recruitment.

• ENGAGE AND BE PRESENT. Represent Petco to significant stakeholders. Prepare information and make presentations to various audiences including the executive, senior and mid-level managers and Petco associates.

Education and Experience

• Ten years progressively responsible retail experience is required including five to seven years of previous progressively responsible retail management multi-level experience

• Bachelor’s degree in business or related field preferred

• Will consider directly related experience in lieu of education

• Excellent interpersonal, customer service and analytical skills are required

• Basic Microsoft office skills are necessary

Contacts

Internal contacts with Support Center and regional staff partners including executive and senior management that include collaboration, negotiating concepts and execution of strategic and operational plans. External contacts with community leaders, regulatory agencies and developers to ensure positive public image and compliance with all regulatory requirements.

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