Job Facts

Job Status: Open

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

Location: Miami, FL 33131

Industry: Luxury Goods, Beauty

Market: Americas

Channel: Travel Retail – Duty Free

Reporting to: Regional Director of Sales & Marketing

Traveling: 30%

Languages: English AND Spanish

Benefits: Base + bonus + Health + 401k

Visa: No sponsorship possible. Must have a valid US work authorization

Job ID: JO-2208-987

Tags

Keyword(s): Beauty (Fragrance Cosmetics Skincare), Luxury Goods, Travel Retail / Duty Free,
Function(s): Sales & Business Development (International),
Region(s): , , ,

Job Description

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