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