Senior Director, IHC

Found in: Appcast Linkedin GBL C2 - 3 weeks ago

Charlotte, United States Lowe's Companies, Inc. Full time

Lowe’s Home Services provides installation related support for multiple product categories throughout the store, including core DIFM (Do It For Me) categories in interiors and exteriors, such as, flooring, kitchens and bath remodel, millwork, window treatments, roofing gutters and siding. Home Services also provides installation support for categories for non-core categories such as, Smart Home, Solar, Generators, HVAC and several more. Installations are sold via our stores, online and multiple marketing channels and are project managed via a field support team and a sub-contractor network.

Lowe’s IHC (In-Home Consulting) program currently consist of three selling categories, Windows, Doors, and Fencing, with opportunity to expand into additional future categories. In Home Sales consultants are compensated with base salary plus bonus incentive structures. The IHC network is managed by TSMs (Territory Sales Managers) and supported by a Central Selling and quoting call center and remote team. 4 TSD’s (Territory Sales Directors will oversee the TSM/IHC network and report directly to the Senior Director role.

Purpose of Role

The Senior Director of IHC Territory Sales will meet assigned targets for profitable sales volume, market share, and other key financial performance objectives by driving sales strategy and sales execution for assigned vertical, while proactively anticipating trends in customer growth and satisfaction. This role will lead a national team of 900+ that includes Territory Sales Directors, Territory Sales Managers and Sales Consultants, and support the transformation of the In-Home Consultant organization to be profitable in the short-term while focused on developing strategic in-home capabilities in the medium to long term. In partnership with the VP of Services, this role will develop an in-home selling strategy that focuses on growing sales profitably and elevating the customer experience, while partnering with Divisional/Regional leaders to ensure effective support, engagement, and comprehension of the Lowe's In-Home selling strategy.

Responsibility Statements

  • Responsible for driving sales & profit performance, across all territories, in partnership with Vice President of Services.
  • Uses performance reporting to identify trends across territories and IHCs and address appropriately.
  • Drives sales & profit performance by supporting action plan development and overseeing action-plan implementation in partnership with Services SSC Support team and Field Provider Directors (FPDs).
  • Develops partnerships and networks across multiple organizations within Lowe’s as well as with external vendors to ensure alignment with Services and In-Home Sales strategies.
  • Holds Territory Sales Directors accountable to roles and responsibilities.
  • Directs and supports the consistent implementation of company initiatives.
  • Prioritizes coaching and performance management efforts to have the greatest overall impact on business results.
  • Builds peer support and strong internal-company relationships with other key leadership positions.
  • Establishes productive relationships with field partners based on frequent communication, collaboration, and the effective allocation of time and resources.

Professional Qualifications/Experience

We are seeking a results-oriented leader with a passion for driving sales excellence and delivering exceptional customer experiences. Specific requirements include:

Required Qualifications:

  • Bachelor’s Degree in related business field, or equivalent combination of education and experience
  • Proven record of success in in-home sales leadership with 10+ years of experience in delivering results
  • Prior experience in successfully leading business/organizational transformations needed.
  • Record of success in establishing and managing cross-functional relationships with key stakeholders to align sales strategies with overall business objectives and drive cross-functional initiatives.
  • Strong strategic planning and execution skills, with the ability to develop and implement effective sales strategies.
  • Excellent leadership, communication, and interpersonal skills, with the ability to motivate and inspire a high-performing team.
  • Deep understanding of sales principles, techniques, and best practices, particularly in the in-home domain.
  • Solid analytical and prom-solving abilities, with the capacity to analyze data, draw insights and make data-driven decisions.
  • Demonstrated ability to thrive in a fast-paced, dynamic environment and drive results in a competitive market landscape.
  • Demonstrated success in leading significant organizational transformations to include effective change leadership, outstanding communication skills, and collaborating and effectively influencing key stakeholders/partners.

Preferred Qualifications:

  • 5-7 years of experience incorporating e-commerce into sales strategy; experience identifying and building plans in response to emerging consumer trends; experience working in home improvement retail; business-to-business experience.
  • Positively impacts the performance of sales team members by implementing and managing field support tools, including training programs, productivity initiatives, account and territory planning methodologies, and customer communication tools.

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