Area Sales Manager

Area Sales Manager
MIAMI - UNITED STATES
Summary
REQ ID
80099
POSTED
FUNCTION
Sales
LOCATION
Miami - United States

AREA SALES MANAGER

TRAVEL RETAIL AMERICAS

 

Major Responsibilities

 

Reporting Directly to the TRAM Key Account Director, this position will lead independently the Sales, Investments and In-store performance of major Travel Retail America accounts.

 

  1. Achieve SALES and plan INVESTMENTS
  • Deliver on market share retail objectives.
  • Manage Retail Specialist and BA team providing clear objectives.
  • Manage regional spend for the area/ group of customers. P&L management.
  • Define and follow budget targets to reach top line sales and profit levels.
  • Continuously look for, and assess, new business opportunities within area.

 

  1. ACCOUNT management
  • Develop strong working relationship with Regional Accounts.
  • Drive commercial negotiations at corporate (HQ) and field levels (stores)
  • Work with clients to maximize all aspects of business (in-shop space & locations, prices, investments, promotions…)
  • Day-to-day management of accounts jointly working with TR Americas Team (Sales, Marketing, Trade Marketing, Finance and Logistics departments)
  • Forecasting responsibilities on saleable and non-saleable goods (POS material, GWP etc…) to optimize costs and avoid obsolescence.

 

  1. MANAGEMENT and TRAINING of the Field Sales Force
  • Manage a team of Retail Specialists. Set specific objectives and goals to be delivered on in-store measures.
  • Manage the Coty Beauty Consultants of the area. Evaluate performance with Retail Specialists and optimize organization

 

  1. Implementation of MARKETING/TRADE MARKETING Guidelines   
  • Together with Key Account Director and TR Americas Marketing team, define, negotiate and implement marketing, launch and promotional plans
  • Ensure that merchandising, builds and visual implementation is in line with corporate and brand guidelines
  • Negotiate promotional activities to develop the business.
  • Market Intelligence: gather market information related to the industry (market size, distribution, pricing, launch results, ranking etc.)

 

 

 

 

  1. MERCHANDISING
  • Continuously seek new opportunities in space and location to enhance brand image and visibility
  • Negotiate and implement Coty Brand Image in all doors according to VIP guidelines (ie personalized Brand fixtures – where possible)

 

Challenges

  • Work with a variety of people from various business and cultural background
  • Build account relationships at corporate and store level.
  • Muti-brand dynamic – a variety of brand strategies
  • Manage tight deadlines
  • Able to work independently & follow through with practical, actionable application
  • Travel 30-50% of the time

 

Key Competencies

  • Strong retail acumen.
  • A sharp eye for in-store excellence in execution
  • Strong collaboration and leadership skills required to coordinate/manage the field force.
  • Excellent written and spoken communication
  • Good negotiation skills
  • Excellent PC knowledge for office applications.
  • Language: Fluent English and Spanish..
  • University Graduate, Economy or business related.
  • 3+  years’ experience in sales. International exposure
  • Industry knowledge & Travel Retail experience a plus, but not essential