Sales Manager - Aramis & Designer Fragrances at The Estée Lauder Companies Inc

Job description

POSITION SUMMARY

Develop and drive sales strategies to ensure national retail and net sales targets are achieved and the Brands perform, outgrowing major aligned competitors.
Seek and suggest new retailers to grow and gain market share.

KEY ROLES & RESPONSIBILITIES

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 seasonal marketing and business plans for 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 Brands outgrow 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.
Define and support the Brand General Manager in the development of fiscal year budgets - Present the selling budget to the Brand General Manager - review and revise.
Build relationships with business partners and key customers; makes recommendations to Brand General Manager on yearly targets, as well as on counter/store site selection and supports Brand General Manager in negotiations with business partners
Spearhead all procedures, forms, analysis, and reports critical to the collection of sales results, competitive data, and provide feedback on a monthly basis, looking for simplified templates to work with.
Review category performance against competitors monthly and provide Brands' updates.
Understand position and ranking with competitive brands and monitor 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.
Develop and implement 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
Act with integrity – honours commitments and behaves consistently
Establish 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. Control 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
Resolve conflicts and negotiate win-win solutions
Elicit diverse points of view and acknowledges the views and contributions of others
Maintain appropriate communication with different functional areas of the Brands, and with the region and New York when required

Requirements and Experience

• Full, unrestricted Driver’s license
• 8 - 10 years sales management experience, gained within the department store prestige product marketplace
• People Management Experience
• Advanced MS Office – Word, Excel and PowerPoint
• Ability to travel both Locally and Internationally