ACCUR Recruiting Services
Area Sales Manager (Travel Retail - Luxury Beauty)
ACCUR Recruiting Services, Miami, Florida, us, 33222
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 ZoneEnsure brand development as well as their market share and image, using designed and suitable business and marketing plansDevelop 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 objectivesGather, analyze and coordinate information and tools available (ex. local markets panels, media plans, passengers traffic...etc) to become an expert on the geographical zoneBecome 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 TrainingEnsure regular and relevant reportingEnsure a physical presence on the field close to the teams (internal and retailers)Profesional and Technical Competencies
MASTERS COMMERCE FUNDAMENTALS
Activates Business DriversPursues turnover and profit optimizationStays up-to-date with market, consumers& competitorsBuilds on categories Shopper insightDEVELOPS CUSTOMER CENTRIC BUSINESS
Collects and connects comprehensive knowledge about the retailer/prescriber/SalonInfluences the retailer/prescriber/SalonBuilds retailers development plansManages intermediate agent relationshipsAdapts brand distribution strategyCollaborates across functionsBUILDS SELLING PROPOSITION & NEGOTIATE
Builds Selling storySets negotiation prioritiesConducts Win-Win negotiationEnsures complianceMONITORS SELL IN & SELL OUT EXCELLENCE
Forecasts business with accuracyDrives Point of Sales field executionFollows-up & controlsMasters brand selling scenariosManages BA/DA staffing & relationshipMONITORS SELL IN & SELL OUT EXCELLENCE
Forecasts business with accuracyDrives Point of Sales field executionFollows-up & controlsMasters brand selling scenariosManages BA/DA staffing & relationshipMARKETING
Implement a specific animation and launch plan by clientEnsure listing of novelties in all clients portfolioMERCHANDISING
Work with merchandising team to implement promotionsEnsure a constant renovation of brands spaces to enforce brand imageMANAGEMENT
Recruit, lead and develop teams on the field (Regional Sales Managers), based upon pre-determined priorities and objectivesIn charge (in collaboration with training team) of recruitment, training and motivation of Beauty Advisors.Manage Merchandising ManagerManage one commercial assistantBecome 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 TrainingFINANCE
P&L responsibility: turnover, PPP, discounts, profitManage and control a travel budgetRequirements
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 skillsExcellent relationship building and negotiation skillsDemonstrates EntrepreneurshipProblem solverPeople management skillsBilingual English and SpanishExcellent with MS Office, Excel in particularVERY open to Travel internationally (30%) and work extended hoursFamiliar with multicultural and international environmentAppreciated 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
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 ZoneEnsure brand development as well as their market share and image, using designed and suitable business and marketing plansDevelop 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 objectivesGather, analyze and coordinate information and tools available (ex. local markets panels, media plans, passengers traffic...etc) to become an expert on the geographical zoneBecome 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 TrainingEnsure regular and relevant reportingEnsure a physical presence on the field close to the teams (internal and retailers)Profesional and Technical Competencies
MASTERS COMMERCE FUNDAMENTALS
Activates Business DriversPursues turnover and profit optimizationStays up-to-date with market, consumers& competitorsBuilds on categories Shopper insightDEVELOPS CUSTOMER CENTRIC BUSINESS
Collects and connects comprehensive knowledge about the retailer/prescriber/SalonInfluences the retailer/prescriber/SalonBuilds retailers development plansManages intermediate agent relationshipsAdapts brand distribution strategyCollaborates across functionsBUILDS SELLING PROPOSITION & NEGOTIATE
Builds Selling storySets negotiation prioritiesConducts Win-Win negotiationEnsures complianceMONITORS SELL IN & SELL OUT EXCELLENCE
Forecasts business with accuracyDrives Point of Sales field executionFollows-up & controlsMasters brand selling scenariosManages BA/DA staffing & relationshipMONITORS SELL IN & SELL OUT EXCELLENCE
Forecasts business with accuracyDrives Point of Sales field executionFollows-up & controlsMasters brand selling scenariosManages BA/DA staffing & relationshipMARKETING
Implement a specific animation and launch plan by clientEnsure listing of novelties in all clients portfolioMERCHANDISING
Work with merchandising team to implement promotionsEnsure a constant renovation of brands spaces to enforce brand imageMANAGEMENT
Recruit, lead and develop teams on the field (Regional Sales Managers), based upon pre-determined priorities and objectivesIn charge (in collaboration with training team) of recruitment, training and motivation of Beauty Advisors.Manage Merchandising ManagerManage one commercial assistantBecome 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 TrainingFINANCE
P&L responsibility: turnover, PPP, discounts, profitManage and control a travel budgetRequirements
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 skillsExcellent relationship building and negotiation skillsDemonstrates EntrepreneurshipProblem solverPeople management skillsBilingual English and SpanishExcellent with MS Office, Excel in particularVERY open to Travel internationally (30%) and work extended hoursFamiliar with multicultural and international environmentAppreciated 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