Role profile library
Predefined role profile
Managers and directors in retail and wholesale
The behaviours this profile measures, drawn from the great{with}talent job library and occupational research. Download the full competency-based interview guide to assess them.
The full interview guideCompetency-based questions, follow-up probes and a 1–5 rating form for each behaviour — ready to print or run on screen.
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Behaviours assessed — 5 priority competencies
1
Thriving in a Performance Environment
Consistently sets high standards and drives performance. Monitors progress, proactively overcoming barriers to success and quickly addressing underperformance
Why this matters for Managers and directors in retail and wholesale: Retail is intensely KPI-driven — like-for-like sales, footfall, conversion, average transaction value, stock turn, shrinkage. The Retail Manager Apprenticeship Standard names 'deliver performance' as a core skill. Performance rhythm is daily, weekly, monthly, seasonal. Position 1 reflects the defining feature of the role.
2
Leading the Way for Others
Creates a clear and compelling vision of the future, devolving accountability for delivery to the right level whilst offering appropriate levels of support. Drives performance through regular, honest feedback and by building a climate of openness and trust
Why this matters for Managers and directors in retail and wholesale: Store and area leadership of teams. Retail Manager Standard names 'lead and develop people' as a core skill. The retail manager's team is often diverse, shift-based, and high-turnover. People leadership at scale is sustained reality.
3
Understanding the Commercial Context
Stays informed of trends and changes in the wider market place in which they operate. Identifies commercial business opportunities and takes action to realise these. Considers the longer-term implications of decisions
Why this matters for Managers and directors in retail and wholesale: Retail Manager Standard knowledge: 'business strategy, commercial planning'. Range, pricing, promotion, competitor awareness are daily concerns. The role is unavoidably commercial — every floor decision has a margin implication.
4
Relating to Others
Adapts style to interact effectively with a diverse range of people. Treats people fairly, showing interest in and respect for their ideas and opinions. Demonstrates concern for the needs of others
Why this matters for Managers and directors in retail and wholesale: Retail Manager Standard names 'supports D&I, positive attitude, team player' as required behaviours. Diverse store teams, customer-facing colleagues, mixed shifts, high-turnover environment all require sustained interpersonal adaptability and concern for individual needs.
5
Making Sound Business Judgements
Makes sound decisions and commits to action based on the evaluation of complex information and consideration of alternative scenarios. Quickly cuts through the detail to identify the real issues, develops contingencies to deal with unexpected issues as they arise
Why this matters for Managers and directors in retail and wholesale: Markdowns, stock allocation, staffing decisions, supplier negotiation, store-level pricing calls, escalation calls. The retail manager makes consequential decisions at pace, often with imperfect information, often in fast-changing trading conditions.