Sales Manager - MAC at The Estée Lauder Companies Inc

Job description

• In conjunction with Brand General Manager formulate the National Retail & Net Sales targets by Store Group. Allocate targets across regions. Implement strategies to ensure targets are achieved and where possible exceeded.
• Develop (in conjunction with the National Team), seasonal marketing and business plans for presentation, negotiation, follow up and implementation with each retail store group.
• Develop and nurture strong, effective and productive business partnerships with National retail buyers and Store management.
• Approve increases/decreases to distribution channels on a national basis in conjunction with Brand Management, reviewing ongoing opportunities for expansion.
• Evaluate and approve new or redundant distribution channels
• Actively maintain competitor and market awareness, and develop strategies to ensure brand outgrows competitors
• Prepare and plan strong implementation plans for staff coverage across all retailer groups, with particular focus in top doors or competitive doors, creating a pool from which to draw staff.
• Ensure top 20 doors grow ahead of competition, have staff coverage and together with Trade and Marketing Manager implement top 20 doors marketing program.
• Defines and supports the Brand Manager in the development of fiscal year budgets. Presents the Selling budget to Brand manager, reviews and revises.
• Builds relationships with business partners and key customers; makes recommendations to Brand manager on yearly targets, as well as on counter/store site selection and supports Brand manager in negotiations with business partners
• Spearheads all procedures, forms, analysis, and reports critical to the collection of sales results, competitive data, and provides feedback on a monthly basis, looking for simplified templates to work with.
• Reviews category performance against competitors monthly and provides brand updates.
• Understands position and ranking with competitive brands and monitors monthly.
• Direct and guide sales team to maintain productivity and sales targets to achieve the national result
• Negotiate sell-ins seasonally with retail partners and monitor monthly ensuring orders/stock reflect agreed quantities, with separate emphasis and deals on Top Doors and top 20 SKU’s.
• Coach AE’s with development and execution of strategic plan and analyse retail results on a monthly basis identifying opportunities for further growth
• Coach and develop AE’s to seek out store growth potential, and management of staff and recruitment
• Prepare accurate Net estimate reports on a monthly basis for Brand General Manager
• Prepare Net shipment summary reports on a monthly basis.
• Manage selling expenses within budget allocated, ensuring full utilisation of budgeted amounts.
• Establish Gift with Purchase quantities and allocations by Retailer taking into account latest market and sales trends.
• Plan, coordinate, participate and present at sales meetings, brand conferences, and top door meetings etc.
• Coordinate and manage visits by International Management including presentation and workbook preparation.
• Actively consult with retail partners to provide accurate and timely information to Marketing/Forecasting ensuring efficient stock replenishment achieved and maintained.
• Develop, implement and review succession planning strategies within the sales force
• Consult with Merchandising and Retailer and provide recommendations concerning Store planning, counter refurbishments and movements.
• Develops and implements Store Operating Procedure for sales utilisation daily.
• Develop and review P & L’s for effective economies on small doors, and break-even-points to help determine new door/closure decisions.
• Partake in field culture days to provide relevant feedback on counter/consumer needs.
• Develop succession planning strategies within the sales force.
• Provides leadership, guidance and management to staff
• Acts with integrity – honours commitments and behaves consistently
• Establishes high workplace operating standards and values
• Appraise team performance in regard to overall sales strategy to ensure department objectives are achieved and maintained
• Coach and develop individual members of team and assist with attainment of personal/professional growth. Controls the hiring decisions of new staff within the team
• Conduct regular team meetings to review plans, share information and ideas and encourage communication and teamwork
• Resolves conflicts and negotiates win-win solutions
• Elicits diverse points of view and acknowledges the views and contribution

Requirement

• Grade 12
• Business Degree or Diploma
• 8 - 10 years Retail Sales Management experience
• Experience with luxury cosmetics an advantage
• Advanced Excel
• SAP
• Must have a valid Drivers License