Field Sales Director - Clinique - South West

Estée Lauder Companies•Los Angeles, CA

2d•$128,960 - $193,440•Remote

About The Position

The Estée Lauder Companies Inc. is a global leader in beauty, marketing and selling a wide range of products including skincare, makeup, fragrance, and hair care. The company operates with a portfolio of prestigious brands across approximately 150 countries and territories. This role specifically focuses on the Clinique brand, requiring a strategic approach to sales management and team leadership within the South West region.

Requirements

Results oriented.
Detail-oriented.
Team player, inspires and mentors a team, likes to lead by example, inspires enthusiasm.
A good listener. Skilled at winning people over.
Excellent coach and communicator.
Ability to manage multiple responsibilities in a fast paced, demanding environment.
Ability to get others to "buy in" to specific goals and strategies.
Self reliant with the ability to make solid business decisions independently.
Persists in seeking goals despite obstacles and setbacks.
Strong negotiation skills.
Encourages open discussion and approaches negotiations in a fair and professional manner. Seeks win/win outcomes.
Handles difficult tense situations with diplomacy and tact.

Responsibilities

Work closely with Brand GM to determine market potential and distribution plan for the next 3 years.
Prepare and propose retail sales plan, ranking objectives, market share by door to Brand GM. Achieve Fiscal and Calendar year plan.
Ensure brand's unique premium positioning is not compromised by rapid distribution expansion.
Prepare and propose the business mix including promotional age, category mix and inventory mix.
Prepare the annual and monthly sales forecast (both sell-in and sell-through) and allocate resources accordingly based on budget.
Manage and allocate the T&E budget.
Build retailer relationship and maximize brand's exposure (e.g. store magazine, banners, and outpost) and growth opportunities at all doors.
Ensure Marketing Programs are well-executed accordingly to Marketing guidelines. Work closely with Marketing Manager and Trade Marketing Manager to ensure door productivity is maximized.
Proper allocation of resources, ensure that all tools provided e.g. samples, incentives, etc. are used as directed.
Ensure that all counters follow the merchandising guidelines and hygiene standards as directed by Visual Merchandising.
Monitor closely inventory to ensure its month coverage and mix reflect the brand's potential and market trend, and work closely with Marketing Manager to avoid over stock and out-of-stock situation.
Ensure efficient administration of sales activities: order flow, inventory level and return percentages. Ensure perfect execution of SOP.
Identify risk areas in sales plan and propose corrective action to ensure targets are achieved and maximize brand's growth opportunities.
Process building and reporting/meeting system setting: Counter report, Supervisor reporting system, Regional Sales Manager reporting system, Operational reporting system.
Work process and review standard setting for RSM/Supervisors/Counter Managers.
SOP execution and evaluation periodically.
Provide up-to-date analysis and report to Brand GM and team on sell-in/sell-thru target achievement, ranking of our distribution, ranking with competitors by doors, any sales opportunities, evaluation of promotion or special events, inventory issues, review logistics and selling skills on new product launch and promotions, competitors' activities, and any personnel issues.
Set up the proper organization for the sales team.
Set clear business objectives and directions for the entire sales team in line with the brand objectives. Provide direction, support, and advice to the Regional Sales Manager and Supervisors.
Prepare the annual headcount plan.
Build up the talent pool for each level from Counter Manager, Supervisor, to RSM.
Review on a monthly basis each Beauty Advisor's productivity and performance vs brand's requirement and directions. Address concerns and initiate the proper actions to improve the performance.
Conduct Annual Beauty Advisor Appraisals in conjunction with the Regional Sales Manager, and work closely with Training Manager to implement course of action.
Recruit, coach, supervise and motivate the sales team with the objective to maintaining the agreed level of productivity while sustaining the team's stability and morale. Provide career development plan to sales team members.
Work closely with Brand GM to develop salary and commission/incentive scheme.
KPI design, performance tracking and review on regular basis for both office and counter.