Area Sales Manager, Travel Retail Americas

Shiseido•Miami, FL

About The Position

The Area Sales Manager serves as the primary commercial lead for assigned Travel Retail accounts across the Americas, driving revenue growth, expanding market share, and delivering annual sales and profitability targets. The role manages account performance and client P&L, forecasts, promotional planning, performance analysis, negotiations, and retail execution in collaboration with internal stakeholders and external partners. It also leads, coaches, and develops Retail Managers to support business objectives and retail excellence. The position develops and presents sales strategies to clients, secures agreement on business objectives and commercial terms, maintains retailer relationships, and identifies opportunities to improve brand visibility and retail space. It also leads sales presentations, monitors inventory, prepares client reporting, conducts market and competitor analysis, and communicates regional business developments. Frequent travel of approximately 40–50% is required.

Requirements

Bachelor's degree in Business Administration or a related field.
Minimum of 5–6 years of relevant sales experience with a demonstrated track record of delivering results.
Strong entrepreneurial mindset with a high level of ownership and accountability.
Excellent communication and interpersonal skills, including the ability to build relationships and work effectively across diverse cultures.
Strong negotiation and leadership capabilities.
Excellent analytical, organizational, and problem-solving skills, with strong attention to detail.
Ability to prioritize responsibilities, work independently, and perform effectively in a fast-paced environment.
Strong verbal and written communication skills in English and Spanish.
Advanced proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
Ability to travel frequently, approximately 40–50%.

Nice To Haves

Master's degree preferred.
Previous experience in cosmetics, beauty, luxury, or the Travel Retail industry preferred.
Portuguese language skills are a plus.

Responsibilities

Execute long-term, multi-brand business strategies and commercial and marketing initiatives to expand Shiseido Group market share across the Americas.
Manage client P&L performance and business profitability.
Drive sell-out performance and achieve sell-in plans and budgets for assigned Travel Retail accounts.
Maintain and update sales forecasts based on market trends and business performance.
Support negotiations related to margins and brand placement.
Develop promotional strategies and action plans to strengthen retailer partnerships and support business objectives.
Monitor competitor performance, promotional activities, incentive programs, and market developments; provide recommendations and feedback to Head Office.
Analyze sales results, product assortments, and product mix to support achievement of sales targets.
Support account pricing strategies in alignment with brand and retailer guidelines.
Ensure merchandising, assortments, and planograms are executed in accordance with brand standards across retail locations.
Lead, coach, and develop Retail Managers to support business objectives and retail excellence.
Present business and sales strategies to clients and negotiate agreement on business objectives and action plans.
Obtain client approval and sign-off on applicable commercial terms and conditions; ensure compliance with brand agreements and retailer commitments.
Organize and participate in client visits and business reviews.
Identify opportunities to enhance brand visibility at the point of sale and negotiate additional temporary or permanent retail space.
Monitor inventory levels and stock availability by retailer.
Lead external strategy meetings with retailers and internal business reviews with senior management and brand teams.
Present products to customers during each sales cycle and use appropriate sales and visual support tools, including presentations, samples, and other materials.
Secure customer commitment and approval for action plans that support overall sales objectives.
Prepare and submit required client reporting related to product placement.
Conduct market research and competitive analysis and share findings with Marketing and relevant stakeholders.
Gather and communicate information regarding distribution, market developments, and business opportunities within the region.
Communicate local operational updates and negotiated franchise agreements.