Senior Area Sales Manager, Travel Retail Americas

Shiseido•Miami, FL

4d•Hybrid

About The Position

The Senior Area Sales Manager serves as the primary commercial lead for assigned Travel Retail accounts, responsible for accelerating revenue growth, expanding market share, and delivering annual sales and profitability targets. Through strategic account management and collaborative business planning, this role builds long-term partnerships with key retailers, identifies new business opportunities, and drives the execution of commercial and brand strategies across the region. Working closely with internal stakeholders and external partners, the Key Account Manager oversees forecasting, budget management, promotional planning, and performance analysis to ensure the successful achievement of business objectives. The role also leads field execution through Retail Managers, ensuring exceptional in-store presentation, brand compliance, and customer experience standards. This position requires a highly commercial, results-driven professional with strong relationship-management, negotiation, and analytical skills.

Requirements

Bachelor's degree in Business Administration or a related field; Master's degree preferred.
Minimum of 8-10 years of relevant experience with a demonstrated track record in sales.
Strong entrepreneurial mindset with a high level of ownership and accountability.
Excellent communication and interpersonal skills, with the ability to work effectively across diverse cultures.
Strong negotiation and leadership skills.
Excellent analytical and organizational abilities with strong attention to detail.
Ability to prioritize responsibilities, work independently, and perform effectively under pressure.
Strong verbal and written communication skills in English and Spanish; Portuguese is a plus.
Advanced proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
Ability to travel frequently (approximately 40–50%).

Nice To Haves

Previous experience in the cosmetics, beauty, luxury, or Travel Retail industry is preferred.

Responsibilities

Execute long-term business strategies utilizing a multi-brand approach, key account management, and relevant 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.
Involved in the negotiation of 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, providing recommendations and feedback to Head Office.
In charge of sales results analysis, product assortments, and product mix for respective retailers to achieve sales targets.
Support pricing strategies for each account in alignment with brand retailer guidelines.
Oversee alignment with brand guidelines, and monitor that merchandising, assortments and planograms are respected across the different locations
Lead, coach, and develop Retail Managers and Area Sales Managers to support business objectives and retail excellence.
Present business and sales strategies to clients.
Negotiate and secure client 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.
Negotiate additional temporary or permanent retail space to support brand growth.
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 at each cycle
Selects adequate visual tools to present products to customers (book, PowerPoint presentations, samples...)
Gain customer commitment and approval for action plans supporting overall sales objectives.
Prepare and submit required reporting per client, on product placement.
Lead market research and competitive analysis; share findings with Marketing and relevant stakeholders.
Gather and communicate information regarding distribution, market developments, and business opportunities within the region.
Communicate local operations and/or negotiated franchises