Retail Store Sales Manager
A Retail Store Sales Manager is a key figure in the retail industry, primarily responsible for overseeing the operations of a retail store to ensure profitability and customer satisfaction. This role involves managing staff, including hiring and training sales associates, as well as organizing merchandise displays and inventory management. Sales managers set sales targets, develop promotional strategies, and analyze customer trends to enhance sales performance. They typically work in fast-paced environments, spending considerable time on the sales floor interacting with customers and staff. This position often requires long and irregular hours, particularly during busy shopping periods.
Individuals interested in this career generally exhibit strong organizational skills, an ability to develop short-term plans, and a proficiency in understanding customer needs. While formal education such as a bachelor's degree in business management can be beneficial, many entry-level positions may not require a degree, relying instead on relevant experience. Retail Store Sales Managers play a crucial role in driving sales and ensuring a positive shopping experience, making them vital to the success of retail operations.
Retail Store Sales Manager
Snapshot
Career Cluster(s): Agriculture, Food & Natural Resources, Business, Management & Administration
Marketing, Sales & Service
Interests: Supervising sales personnel, hiring and training sales personnel, merchandise display, inventory, marketing, purchasing
Earnings (Yearly Median): $135,160 per year $64.98 per hour
Employment & Outlook: 4% (As fast as average)
Entry-Level Education Bachelor's degree
Related Work Experience Less than 5 years
On-the-job-Training None
Overview
Sphere of Work. Retail store sales managers are responsible for running profitable stores. They oversee the purchasing and arrangement of stock and may design the layout of the sales floor or window displays. Sales managers analyze customer trends, set sales targets, and create promotional campaigns to control expenses and meet company-wide goals. They may also answer questions and handle customer complaints when on the sales floor. Retail store sales managers supervise their sales staff and hire and train new sales associates as needed.
Work Environment. Retail store sales managers work in large or small retail establishments, managing either a department or an entire store. They may occasionally work from an office within the store, particularly when fulfilling administrative obligations. Still, typically, they spend much of their time moving around the sales floor, interacting with staff and customers, or stocking and arranging inventory. They may be required to climb ladders and lift objects weighing up to fifty pounds. Sales managers work at least forty hours per week, and long, irregular hours are to be expected during holidays and other busy shopping periods. Retail store sales managers are expected to work some evening and weekend hours, which can change weekly. When emergencies occur or a store is understaffed, managers may be required to report to work on short notice.
Occupation Interest. Individuals attracted to retail store sales management tend to be well-organized people who find satisfaction in accomplishing short-term tasks and seeing tangible results. Those with an affinity for psychology often flourish in sales management due to their ability to anticipate customer needs. Long-range planning skills are essential, as sales managers must frequently plan marketing events to drum up sales or anticipate staffing requirements for the future. Individuals interested in this career should be self-motivated and able to manage a potentially large staff.
A Day in the Life—Duties and Responsibilities. The profitability and overall success of retail stores often depend on the efforts of sales managers. As such, retail store sales managers must spend much time planning for the future. They set sales goals, which may be based on company-wide goals or other requirements, and create strategies for reaching them. Such strategies may include sales, other promotions, and displays or store layouts that draw attention to specific products. Sales managers order and may stock inventory to ensure that the appropriate items are available for purchase and located in the correct places. In addition, they may determine how many sales associates must be on duty and organize a schedule that accommodates the flow of customers, maximizes efficiency, and reduces costs. Retail store sales managers then study customer traffic patterns and records to determine whether their strategies work. Based on such data, they make changes to the visuals or highlight items that may not have been selling well previously to meet their goals.
Retail store sales managers are also typically responsible for supervising sales associates, who assist customers in selecting items and completing sales transactions, and stock clerks, who ticket and display items. Sales managers respond accordingly by identifying which staff members need more training or deserve special recognition. Since maximizing sales is usually a primary goal, managers monitor associates and evaluate their use of good sales techniques, making suggestions for improvement when necessary. Sales managers may also hold meetings or meet informally with sales associates to explain the features and benefits of specific merchandise, information that can then be relayed to the customer.
While many sales-management duties involve planning sales strategies or training staff, sales managers working in retail stores may also interact with customers. They should handle questions or concerns calmly and step in to manage interactions between staff and customers as needed.
Work Environment
Immediate Physical Environment. Retail store sales managers work in large or small retail environments and may manage a department within a larger store. They may work long and irregular hours and must spend significant time on their feet.
Human Environment. Retail store sales managers work in a busy environment and interact with various people. As satisfying individual customers is a vital aspect of the retail business, sales managers must always remain calm and patient.
Technological Environment. Retail store sales managers use computers to catalog inventory, collect and interpret sales data, and create employee schedules. They may also operate cash registers or point-of-sale terminals.
Education, Training, and Advancement
High School/Secondary. High school students interested in pursuing a career in retail store sales management should take courses in mathematics and communications. Psychology classes may also be useful. Students can obtain relevant experience by working part-time in a retail environment.
Postsecondary. While many employers do not require sales managers to hold postsecondary degrees and accept extensive sales experience instead of formal education, some aspiring retail store sales managers may pursue an associate’s or bachelor’s degree in business management or a related field. Business management coursework includes economics, statistics, data processing, personnel management, decision-making theory, and finance principles. A foundation in psychology and marketing may also be helpful. It is beneficial for postsecondary students to work in retail to gain practical experience.
Related Occupations
− General Manager and Top Executive
− Manufacturers Representative
− Pharmaceutical Sales Representative
− Postmaster and Mail Superintendent
Bibliography
“Occupational Employment and Wages, May 2022: 41-1011 First-Line Supervisors of Retail Sales Workers.” Occupational Employment Statistics. Bureau of Labor Statistics, US Department of Labor, 25 Apr. 2023, www.bls.gov/OES/current/oes411011.htm. Accessed 25 Aug. 2024.
“Sales Managers.” Occupational Outlook Handbook. Bureau of Labor Statistics, US Department of Labor, 6 Sept. 2023, www.bls.gov/ooh/management/sales-managers.htm. Accessed 25 Aug. 2024.