Job Facts
Job Status: CLOSED
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
Remote work policy: Hybrid (local: 2-3 days/wk)
Job Seniority: Middle Management Level
Company size: Fortune 500
Company Ownership: Public
Industry(ies): Skincare, Fragrance, Beauty, Luxury Goods, Travel Retail / Duty Free,
Function(s): Sales & Business Development (International),
Region(s): NORTH AMERICA, USA, Miami, Florida
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