Area Sales Manager, Travel Retail Americas

Job Summary:

As a key member of the team, the Area Sales Manager shall actively develop the business in her/his assigned region - North and Central America. The candidate will be responsible for managing the accounts within the region, visiting points of sale to ensure that commercial and marketing policies are being respected. She/he will also manage retail managers and oversee counter operations and promotions for the assigned brand and Travel Retail doors. 

 

This role reports to the Sr. Area Sales Manager, Travel Retail Americas position. 

 

Primary Duties & Responsibilities:

• Executes long-term strategy using multi-brand approach, key account management and relevant marketing / commercial levers to expand Shiseido Group market share in the Americas

• Manages clients’ P&L

• Responsible for the retail sales figures (Sell-out) and Plan/Budgets (Sell-in) for respective travel retail accounts as well as the update of forecasts based on sales trends

• Involved in the negotiation of margins and brand placement

• Formulates promotion strategies and action plans to maintain strong relationships with retailers

• Keeps abreast of the competitors’ performance, promotional mechanics, incentive programs and other activities to provide counter actions and relevant feedback to Head Office

• In charge of sales results analysis, product assortments, and product mix for respective retailers to achieve sales targets

• Participates in pricing strategy for each account in line with brand retailer guidelines

• Oversees alignment with brand guidelines, and monitor that merchandising, assortments and planograms are respected in the different locations

• Leads, manages and coaches Retail Managers

 

Negotiate and obtain client ratification of business agreements

• Presents the sales strategy to the client

• Negotiates and get customer approval on business objectives

• Obtains client sign-off on general terms of sale

• Ensures respect of brand agreements

• Organizes client visits

• Identifies point-of-sale elements to increase brand visibility

• Negotiates additional temporary or permanent space

• Monitors inventory levels per retailer

• Leads external strategy meetings with retailers and internal strategy meetings with senior management and individual brand.

 

Lead sales activity

• Presents products to customers at each cycle

• Selects adequate visual tools to present products to customers (book, PowerPoint presentations, samples...)

• Obtains customer approval on action plans linked to sales strategy

 

Communicate information regarding the business area (sales, forecast, orders, billing, contracts)

• Prepares and submit required reporting per client, on product placement

• Leads specific market research and analysis to be shared with marketing (product lines, prices, product...)

• Obtains and shares information relating to distribution in the region

• Communicates local operations and/or negotiated franchises

 

Miscellaneous/ Ad Hoc

• Other projects and duties as assigned

 

Working Relationships/ Key Stakeholders

• Marketing Team

• Finance Team

• Merchandising Team

• Clients/ Retailers

 

Financial Accountability

• Media Budget

• Travel Budget

• Advertisement Budget

• Merchandising Budget

 

Qualifications & Competencies

• Bachelor’s Degree in business administration or related field; master’s degree preferred

• At least 5-6 years of relevant working experience with proven sales record

• Prior experience in sales either in Cosmetics industry, or in Travel Retail will have an advantage

• Entrepreneurial spirit and sense of ownership

• Good communication skills and highly adaptable to different cultures

• Negotiation skills and team leader experience

• Strong analytical and organizational skills with attention to detail

• Able to prioritize, work independently and under pressure

• Strong command of oral and written communication skills in English and Spanish (Portuguese, a plus)

• Strong Microsoft Office skills; mainly Excel and PowerPoint

• Frequent traveling is required (approximately 40