L'Oréal Travel Retail Americas- Area Sales Manager

Location: Miami

Together with the Division General Manager, develop and set up a global Sales strategy to reach objectives in terms of turnover growth and profitability, on a short, middle and long term perspective, on specific geographical zone.  

JOB PROFILE (Professional and technical competencies required)

·         Over 7 years of experience in sales and/or marketing

·         Entrepreneurial: dynamic, independent, organized, leadership skills

·         Excellent relationship building and negotiation skills

·         Demonstrates Entrepreneurship

·         Problem solver

·         People management skills

·         International background/exposure

MASTERS COMMERCE FUNDAMENTALS

• Activates Business Drivers
• Pursues turnover and profit optimization
• Stays up-to-date with market, consumers& competitors
• Builds on categories Shopper insight

DEVELOPS CUSTOMER CENTRIC BUSINESS

• Collects and connects comprehensive knowledge about the retailer/prescriber/Salon
•  Influences the retailer/prescriber/Salon
• Builds retailers development plans
• Manages intermediate agent relationships 
• Adapts brand distribution strategy
• Collaborates across functions

BUILDS SELLING PROPOSITION & NEGOTIATE

• Builds Selling story
• Sets negotiation priorities
• Conducts Win-Win negotiation
• Ensures compliance

MONITORS SELL IN & SELL OUT EXCELLENCE

• Forecasts business with accuracy
• Drives Point of Sales field execution
• Follows-up & controls
• Masters brand selling scenarios
• Manages BA/DA staffing & relationship

MONITORS SELL IN & SELL OUT EXCELLENCE

• Forecasts business with accuracy
• Drives Point of Sales field execution
• Follows-up & controls
• Masters brand selling scenarios
• Manages BA/DA staffing & relationship

JOB DESCRIPTION SUMMARY (KEY JOB ACCOUNTABILITIES)

• Develop turnovers and profitability, manage operating accounts of the geographical Zone
• Ensure brand development as well as their market share and image, using designed and suitable business and marketing plans
• Develop strong professional relationships with key accounts, be their privileged business partner (annual negotiations of margin, space, stores visibility, market share, animation plans, category management projects...)
• Recruit, lead and develop teams on the field (Regional Coaching Managers, Regional Trainers, and Beauty Advisors) based upon pre-determined priorities and objectives
• Gather, analyze, and coordinate information and tools available (ex. local markets panels, media plans, passengers traffic...etc) to become an expert on the geographical zone
• Become a key actor in the TR Business Unit between the different departments: Marketing (ex: animations policies), Management (ex: prices, P&L), Logistics (ex: MAD products), Customer Service (ex: orders), Design (ex: projects in stores) and Training
• Ensure regular and relevant reportings
• Ensure a physical presence on the field close to the teams (internal and retailers)

Commercial

• Reports to Division General Manager
• Develop turnovers and profitability; manage operating accounts of the geographical Zone
• 50%-60% travel required
• Responsible for the sales and distribution of its brand(s) in the geographical zone
• Ensure brand development as well as their market share and image, using designed and suitable business and marketing plans 
• Develop strong professional relationships with key accounts, be their privileged business partner (annual negotiations of margin, space, stores visibility, market share, animation plans, category management projects...)
•  Gather, analyze and coordinate information and tools available (ex. local markets panels, media plans, passengers traffic...etc) to become an expert on the geographical zone
• In charge of commercial negotiations with clients: margin, spaces, promotions, listing of new products, prices, etc.
• Follow up on:
• Orders (quantities, amount, prices, and delivery.)
• Stocks levels in the distribution
• Sell-outs

Marketing

• Implement a specific animation and launch plan by client
• Ensure listing of novelties in all clients portfolio

Merchandising

• Work with merchandising team to implement promotions
• Ensure a constant renovation of brands spaces to enforce brand image

Management

• Recruit, lead and develop teams on the field (Regional Sales Managers), based upon pre-determined priorities and objectives          
• In charge (in collaboration with training team) of recruitment, training and motivation of Beauty Advisors.
• Manage Merchandising Manager
• Manage one commercial assistant
• Become a key actor in the TR Business Unit between the different departments: Marketing (ex: animations policies), Management (ex: prices, P&L), Logistics (ex: MAD products), Customer Service (ex: orders), Design (ex: projects in stores) and Training

Finance

• P&L responsibility: turnover, PPP, discounts, profit
• Manage and control a travel budget