You have been given three job descriptions in the same hierarchy. Please go through the job descriptions and score them in the space provided based on the parameters given in the scoring guide. The parameters and a detailed Excel Sheet has been given to you in the Job Aids section of Build Internal Equity Module. Note: The job descriptions given here are for Toy Galaxy but no contextual understanding of the organization is required here, you can score the participants on the basis of the description given in various sections. Job Description 1 Section 1: Basic Information of the Position • Job Title: National Manager - Retail • Reports To: Chief Executive Officer • Job Code: TM 3 • Job Grade: Top Management • Department: Retail • Location: Country

Section 2: Organizational Relationships • Levels below the CEO: 2 • Number of Direct Reports: 10-15

Section 3: Purpose of the Role Responsible for overall revenue and profitability of organization, closely monitoring and achieving reduction in operational costs, identifying and utilizing new avenues for business growth  

Section 4: Key Responsibilities and Accountabilities of the Role Sales and Commercial Performance • Formalize and drive annual business plan • Responsibility for entire P&L and other revenue metrics for all stores in country • Manage high standards of brand & efficient customer experience • Develop strategies to drive sales growth • Recognize internal and external Sales and Marketing opportunities and solutions, and define and execute appropriate strategies. • Conduct market research to understand competitors and market trends. • Business Development in geographical locations that leads to considerable growth for the organization. Operational Standards and Management • Key role in sales forecasting; annual budgeting; scheduling expenditures; analyzing variances, marketing strategies and initiating corrective actions • Identify challenges and emerging issues faced by the organization. • Translates the strategic goals into retail operational plans to achieve the required targeted profitability • Ensures that the retail operation complies with all policies and procedures relating to Security, Health and Safety; influences any changes necessary to meet statutory requirements, ensuring minimum risk to staff members and the business People Management • Spends time coaching Regional Managers, identifying skills and opportunities for development. • Recruits, trains and develops staff ensuring adherence to HR systems and procedures • Works with the Managing Director and other Heads of Function to influence the creation and communication of company strategy, business priorities and targets for the Regional teams • Build sales culture and sale centric atmosphere among the team members • Control employee attrition • Build and maintain employee morale

 

Section 5: Performance Goals and Indicators for the Role • Initiatives and measures taken to reduce costs which impact organization’s P&L • Achieving annual targets set by board • Business development to maximize revenue and profitability of firm • Ensure compliance with company’s policies and operational guidelines • Process improvements done, reduction in operational costs achieved • Proposal and Implementation of innovative ideas and to improve the market presence. Section 6: Knowledge and Skills • Excellent communication skills • Influencing and negotiation skills • Well-developed interpersonal skills • Commercially sound with a good understanding of profit and loss accounting • Excellent organization skills, able to prioritize • Visible Leadership skills – can motivate others to achieve • Solution orientated, decisive by nature • Expert command of retail math concepts and applications • Excellent sales & Operations management skills, being results-driven with proven expertise in meeting Sales goals • Proven skills in Sales Planning and managing Profitability • Excellent eye for detail, able to deep dive and good problem solving skills. Section 7: Key Interactions • Board • Regional Managers • Operations Head • Senior operations managers • Marketing head

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Job Title: National Manager - Retail Parameter | Code | Score Knowledge and Application | ? | ? Problem Solving | ? | ? Interaction | ? | ? Impact | ? | ? Accountability | ? | ?