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Permanent
Miami, FL, Florida
Sales
Full - Time
08-Jul-2022

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



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