Our Client

Our client for this opportunity is the Americas Travel Retail of a very famous Luxury Fragrances and Cosmetics Group.

Objective

The Area Sales Manager will be in charge of visiting their territories to develop the business through a network of agents and distributors in the Duty Free / Travel Retail market. This is like a mini General Manager role, where you manage your own P&L on your own scope of business (territory, brand(s) and accounts), your own team ensuring goals are met both at the sell-in and sell-out levels, and the proper implementation of the marketing strategy on your scope.

Ideal Profile

The ideal candidate for this role, but also for this company, is a high profile and ambitious professional wanting to join one of the best regarded employer in the world. The company will not hire you for this job, if they cannot envision you in your next 2 jobs!!

Job Description

Together with your 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.

Develop sales 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 reporting
Ensure a physical presence on the field close to the teams (internal and retailers)

Profesional and Technical Competencies

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

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

Requirements

Over 7 years of experience in sales and/or marketing, ideally in the luxury or consumer goods industries, Latin American local markets or travel retail (Perfumes, fragrances, watches, timepieces, jewelry, fashion, apparel, food & beverage, wine & spirits, consumer electronics, etc…)
Bachelor Degree minimum (MBA a plus)
Entrepreneurial: dynamic, independent, organized, leadership skills
Excellent relationship building and negotiation skills
Demonstrates Entrepreneurship
Problem solver
People management skills
Bilingual English and Spanish
Excellent with MS Office, Excel in particular
VERY open to Travel internationally (30%) and work extended hours
Familiar with multicultural and international environment
Appreciated previous experience: Bulgari, Cartier, Christian Dior, Clarins, Clinique, Cosmetics of France, Coty, Elizabeth Arden, Essence Corp, Estee Lauder, Givenchy, Guerlain, Kenzo, LVMH, MAC Cosmetics, L’Occitane, P&G, Procter & Gamble, Unilever, Nestle, Kraft Foods, Mondelez, Diageo, Pernod Ricard, Bacardi, Newell Rubbermaid, etc…
Appreciated previous titles: Area Sales Manager, Area Export Manager, Area Manager, Account Executive, Business Development Manager, Territory Manager

Job: Area Sales Manager (Travel Retail – Luxury Beauty)

Job Facts

Tags

Job Description

Our Client

Objective

Ideal Profile

Job Description

Profesional and Technical Competencies

Requirements

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