REGIONAL SALES MANAGER at L'Oréal

Job Description
Key Job Accountabilities

• Under the direction of the National Sales Manager, implement the Division's sales and distribution strategy in the sales outlets.
• Achieve the sales department's quantitative and qualitative goals for his/her region.
• Recruit, motivate and develop his/her teams: by maintaining a culture of excellence up to the point of sale, develop the expertise and know-how of his/her employees and implement organisational changes.
• Ensure continuous communication between management and his/her team. Inform and alert management to significant initiatives in the field (from his/her team, from the competition and from distributors.
• Develop a strong regional network and capacity of influence among key customers.
• Apply and lead the commercial business strategy at the regional level to achieve sell-out sales targets. Act as guarantor for the image and policy of his/her brand(s) in his/her region.
• Develop trusting relationships with key customers in the region, including the regional management of national retail chains. Perform monthly monitoring of the sales in/out for the major regional accounts.
• Motivate sales teams in the region: recruit, develop (especially for FLSMs), manage his/her teams, ensure the development of their expertise and know-how. Implement organisational changes.
• Drive the performance of trade activities, merchandising and sales training in his/her region. Be responsible for the successful delivery of services and the monitoring of their regional performance through the provider's management.
• Manage and arbitrate regional budgets, as well as motivational resources and return on investment.
• Maintain close cooperation between the regional sales force and sales and business management.
• Inform management about significant initiatives in the field.
• Contribute to and coordinate the winning of new key customers.
• Support the modernisation of points of sale through the deployment of services (business and retail training programmes).
• Ensure achievement of sales target
• Negotiate and manage visibility of brands by store
• Recruit and manage teams
• Manage Mall Ambassadors and Fragrance advisors. Coach and develop them in key areas of their role
• Monitor the achievement of objectives of Staff
• Ensure development of sales expertise.
• Coaching of sales team in the field.
• Develop strong relationships and manage major clients.
• Organise and run events for new and current launches.
• Keep management informed (competition, initiatives, distribution...)
• Monitor the correct use of tester and credit budgets by store.
• Manage and implement the correct use and phasing of the relief staffing budget.
• Implement strong use of the marketing calendar by store to ensure key objectives are met.
• Manage stock- to- sales ratios closely. Tester ratio not to exceed 15%
• Provide key assistance for BA’s by developing key action plans for their business.
• Assist BA’s on a daily basis; ensuring marketing, merchandising & sales objectives are met.
• Oversee all incentive projects that are put together by Marketing.
• Manage and support new door openings.
• Report back to and give regular feedback to Key Account Managers as well as National Sales Managers.

Technical & Professional Competencies Required

• MASTERS COMMERCE FUNDAMENTALS
• Activates Business Drivers
• Pursues sell out targets
• Stays up-to-date with market, consumers& competitors
• Builds on categories Shopper insight DEVELOPS CUSTOMER CENTRIC BUSINESS
• Collects and connects comprehensive knowledge about the retailer
• Builds retailers development plans
• Manages retailer store relationships and retailer staff relationships
• Implements brand distribution strategy
• Collaborates across functions BUILDS SELLING PROPOSITION & NEGOTIATE
• Builds Selling story
• Coaches staff in trade
• Conducts Win-Win negotiation
• Ensures compliance MONITORS SELL IN & SELL OUT EXCELLENCE
• Drives Point of Sales field execution
• Follows-up & controls
• Masters brand selling scenarios
• Manages BA/FA staffing & relationship, recruitment and performance management
• Develops staff

Education Knowledge & Experience

• Relevant tertiary education / certification.
• Prior work experience in FMCG / Beauty / Cosmetics sales environment beneficial
• Must know / understand department store model
• Minimum 3 years’ sales management experience at a similar level.