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Brand roles - Perfume & cosmetics

JESTRPC/21111 - The Estée Lauder Companies Inc. - Corporate Sales and Education Executive Travel Retail EMEA - Istanbul, Turkey -  Apply here

An exciting opportunity has arisen for a Corporate Sales & Education Executive to join Travel Retail Europe, Middle East & Africa. This role will be responsible for all Travel Retail EMEA brands in Turkey. The preferred location for the role is Istanbul. The role will report to our Corporate Area Sales and Operations Manager.

The role will be responsible for driving retail sales and the total management of the operations in Turkey. This will be achieved through the recruitment, coaching, education, development and motivation of point of sale retail employees and the generic staff.

This is a field-based role with 80% of the time spent in the field. This is a particularly autonomous role requiring the selected candidate to work on their own initiative.

Qualifications

Candidates should have a proven track record in the successful achievement of field sales targets within a luxury retail environment, with experience working in Travel Retail being a distinct benefit. It also requires a strong background in education/training and multi-site people management.

Travel Retail is a fast paced, pressurized, entrepreneurial environment and candidates should have a positive, flexible, self-motivated and committed approach. Excellent communication and leadership skills combined with strong commercial awareness and business acumen are required. Proficient English language is essential. Travel from home to visit accounts is also expected up to four days a week.

JESTRPC/17104 - The Estée Lauder Companies Inc. - Airport Coordinator for Travel Retail Americas JFK - New York, NY- Apply here

To lead, mentor, and inspire the Counter Managers to achieve overall sales targets and Counter goals and to manage Airport business objectives through

  • Effectively tracking and monitoring weekly/ monthly sales results by Terminal vs Target and previous year’s sales.

  • Total Stock Management, Fixture Fill levels and Visual merchandising standards, with the support of the Sales and Education Executive and the Merchandiser.

Responsabilities

  • RETAIL SALES

Review of retail targets

  • Retail targets developed and aligned with Sales and Education Executive (SEE), cascaded to each Counter Manager monthly (breakdown by door and POS Demo).

  • Supports and guides the effective breakdown of targets by the Counter Manager by week based on business performance.

  • Creating and Tracking Incentives and Spiffs for the terminals in the Airport

  • Training demos for Animations and booking them for Animation months

  • Participating in Animation Implementation and Campaign Distortions on counter

  • Supporting with VIP visits and passes

  • Managing GWPs, Samples, and TOAs

  • Work along with SEE to create Marketing Calendars per semester

  • Competitor awareness provide ad hoc reports as needed and proactively highlight best practices/newness.

Analyze performance of business

  • Analyze daily, weekly, and cumulative business by leveraging Counter Manager’s sales tracking tools. Highlight areas of success and opportunities to Counter Manager(s) and support them to create action plans. Promote Counter Manager(s) own business accountability and provide guidance and timely feedback.

  • Conduct monthly individual Counter Manager meetings to review results, motivate team to drive and exceed targets as well as provide direction to the team.

Building Relationships

  • Build a close relationship and partnership with the Retail Partners and Airport Operations team to provide trends, insights, and critical business information so it can be cascaded to the Sales and Education Executive (SEE) and/or Area Sales and Operations Manager (ASOM).

  • Work closely with recognized staffing agencies to build relationships and ensure they provide the highest caliber of staff possible to have when needed.

  • Be the number one recruiter for Talent within the Airport environment -foster, nurture, and create a pipeline of Talent to support any open positions or gaps on the retail team.

Plan to succeed

  • Implement monthly focus/ actions as outlined on Trade Marketing Calendar established by Sales and Education Executive and work closely with Education team to ensure alignment. Support the Counter Manager(s) where required with retail event planning, and local incentives to ensure the overall goal is achieved.

  • Review with Sales and Education Executive potential opportunities in the Terminal for incremental selling space, promotional opportunities, and business development.

  • Monitor the competitive activities within the terminal to ascertain any opportunities to further drive the business or threats that could impede the existing business.

Stock management

  • Responsible for all Stock Management, Presentation Stock & Fixture Fill levels and adjustments depending on Rate of Sale/Trends/Current situations. Have full awareness of stock levels in all terminals - offering solutions and highlighting any concerns to Sales and Education Executive. Maintains full awareness of all NPL launches and counter dates, including POS and consumer facing launch elements. Review orders and deliveries to ensure they are expedited once received by the Retail Partner.

  • Collate accurate monthly tester orders by terminal based on the demands of the business.

  • Responsible for arranging staffing, monitoring of sales vs targets, Visual Merchandising (in line with guidelines), training/coaching, implementation, and evaluation of business for all promotions.

  • Partner and interact with the assigned Corporate Account Manager (CAM) role.

  • MERCHANDISING

Visual Merchandising

  • Ensure all locations within the Airport are correctly merchandised, including effective use of testers / locators / displayers.

  • Work in partnership with the corporate Field VM roles

  • Offer alternative solutions to overcome OOS situations and mix of business optimization.

  • Partner with SEE to provide recommendations on optimized use of the space based on current traffic.

  • Confirm and ensure timely installation elements shipped to store/ highlight any technical issue (screens, lightboxes…)

  • TEAM MANAGEMENT & DEVELOPMENT

Recruitment

  • Support the Sales and Education Executive by screening/shortlisting candidates for vacancies for interview.

  • Work closely with Sales and Education Executive to actively recruit POS Demo to ensure FTE optimization in accordance with the agreed POS Headcount per terminal in the airport.

Coach, motivate and Evaluate team’s performance

  • Regularly review individual team’s strengths and areas for development. Set SMART objectives to manage their development and the business. Lead by example while in store and offer on the spot coaching and constructive feedback as well as praise and recognition when observed.

Human Resources Management

  • Effectively manage initial Human Resources issues as directed by Retail Human Resources with guidance from the Sales and Education Executive.

ADMINISTRATION AND FINANCIAL

Sales Reports

Staff Scheduling

Airport Administration

Qualifications

QUALIFICATIONS

  • 2-3+ Years of related field experience preferred.

Skills/Competencies

  • Strong organization, follow up and prioritization skills.

  • Good communication skills.

  • Ability to self- manage and work well independently.

  • Proactivity and growth mindset

  • Deadline oriented and superior organizational skills in a fast-paced environment

The anticipated base salary range for this position is $ 20.79/hour to $34.64/ hour. Exact salary depends on several factors such as experience, skills, education, and budget. Salary range may vary based on geographic location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with possibility for overachievement based on performance and company results as well as participation in the share incentive plan.

JESTRPC/17103 - Shiseido - Travel Retail Senior Area Sales Manager -  Korea - Apply here

As a key member of the Travel Retail team, the Senior Area Sales Manager will be accountable for the management & development of the Prestige Brand Cluster in Korea with the aim to maximize / improve sales productivity, gain market share and grow the region’s business via agent engagement.

Key Responsibilities

  • Define mid to long-term strategy using multi-brands approach, key account management and relevant marketing / commercial levers to expand Shiseido Group Travel Retail market share in Korea.

  • Lead discussions and key contact personnel for region specific / related topics.

  • P& L Accountability - consolidation and review budget for the region.

  • Responsible for the retail sales figures (Sell-out) and Plan/Budgets (Sell-in) for respective travel retail accounts as well as management of forecast based on sales & market trend.

  • Accountable for sales results analysis (SO/SI), product assortments, product mix for respective retailers to achieve retail sales target.

  • Regularly review counter inventory level ensuring out-of-stocks/low stocks item, or slow moving items are identified.

  • Involve in the negotiation of terms and brands’ placement with management team.

  • Keep abreast of the competitors’ performance, promotional mechanics, incentive programmes and other activities to be able to provide counter actions and relevant feedback to Head Office.

  • Formulate promotion strategies and action plans to maintain strong relationship with travel retailers through good communications & visibility.

  • Participate in pricing strategy for each account in line with brand cum retailer guidelines.

  • Work closely with various internal stakeholders to meet the needs of the retailers / agents and to ensure the smooth running of the accounts.

  • Ensure the image adheres to brand guidelines and monitor the merchandising, assortments and planograms are respected in the different locations.

  • Provide guidance & coaching to ASM & RMs, formulating standard guideline for the region, in terms of daily operations, REX management and any other topics.

  • Conduct regular sales and business reviews to evaluate BCs performance & productivity with agent.

JESTRPC/17102 - The Estée Lauder Companies Inc. - Corporate Account Manager, Travel Retail Americas - Miami, FL - Apply here

All Corporate Account Managers will have a matrix report to the other Regional Brand Directors.
The Corporate Account Manager will be responsible for sell-in of all brands for the respective retailer. Depending on the retailer, this role will manage either one Corporate Account Executives.
Key responsibilities will include
Responsible for sell in achievement aligned to brand net sales targets of the retailer account(s), across all Travel Retail AM brands

  • Monthly estimate and latest estimate review in close collaboration with Regional Brand Directors

  • Close collaboration with the Area Sales and Operations Manager during the estimate process as well as ongoing performance review by brand/cluster

  • Regular retailer visits to ensure adequate sales service and correct execution of the agreed actions

  • In collaboration with the respective Regional Marketing Managers, manage Newness presentations, promotional and assortment plus liaise on the correct pricing strategy

  • Monitor and analyse performance review all P&Ls and recommend appropriate action to respective RBD/s

  • Collaborate with the RBDs to drive the acceleration plan

  • Proactively manage stock replenishment and orders to ensure optimal stock coverage with the identified retailer(s). Analyze and monitor retail to net reconciliation, align with Buyer/Planner on future orders, open-to-buy and replenishment. Manage inventory targets and ensure WOS are achieved. Ensure these figures are link back to ELC’s internal estimates. Identify, present and execute opportunities for further growth

Qualifications

The successful candidate will have substantial professional sales management expertise across multi-countries ideally within AMERICAS and preferably with Travel Retail experience. They should also have an excellent track record of establishing and maintaining productive B2B relationships. The Corporate Account Manager should be able to demonstrate an excellent history of strong negotiation skills using effective emotional intelligence through cultural differences to best manage and provide high touch customer service to achieve/exceed objectives. A sound knowledge and experience of proficient business/commercial.IT/financial acumen and a strong proven analytical/strategic approach is essential. Strong leadership through multi-brand and direct or indirect team management is also desirable. The candidate should be able to Speak and write in spanish.

The following list of skills are also highly desirable

  • Ability to work independently

  • Strategic and analytical mind set

  • Aligns and engages the team vision

  • Embraces and initiates change and demonstrates learning agility

  • Sound understanding and experience in retail sales management and commercial acumen

  • Builds collaborative relationships

  • Excellent communication skills

  • Excellent organisational skills

  • Good knowledge of MS Office tools, especially Excel.

Depending on the retailer, there will be particular language requirements. In particular, Spanish would be advantageous.

The Corporate Account Manager will be required to travel up to 20% of the time.

Travel Retail is a fast-paced, dynamic and entrepreneurial environment and candidates should have a positive, flexible, hands-on and committed approach.

The anticipated base salary range for this position is $100,000 to $150,000. Exact salary depends on several factors such as experience, skills, education, and budget. Salary range may vary based on geographic location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with possibility for overachievement based on performance and company results.

JESTRPC/17101 - Hermès - Area Sales Manager Travel Retail - Middle East, India & Africa - Dubai - Apply here

Reporting to the Hermès Perfume & Beauty Managing Director Middle East, India and Africa, the Area Sales Manager is responsible for managing and developing the Perfume & Beauty business activities in all airports of the Middle East, Near East, India and Africa (total of 26 Travel Retail accounts).

Principales activités
Strategy
Elaborate, implement and analyze the commercial strategy of the territory while collaborating with the Trade Marketing, Training and Merchandising teams.

Select the investments necessary to the successful implementation of the strategy, taking into consideration the specifics of each market and each client.

Develop business and partnership with clients
Monitor and visit regularly airports and operators.
Set up trustworthy and efficient partnerships with buyers and store teams.
Manage and animate, in conjunction with the Travel Retail Sales Delegate, the sales Beauty Advisors team and Team Leaders.
Every year set up sell out/ranking targets by operator and build trade, training and incentive strategy, in order to secure target achievement. Productivity per door driven strategy.
Negotiate spaces and commercial terms, when needed.
Control inventory at store/operator level and take actions if needed to secure healthy levels.
Search for business development opportunities in the territory in order to initiate new successful partnerships and/or activate sell out.

Marketing
Build, along with Marketing Manager, detailed and impactful trade marketing plans within our budget constraints.
Implement POS animations within deadlines in collaboration with Marketing/VM team.

 

Merchandising
Improve, in partnership with the operator, and strengthen our footprint and the image of the House through negotiations of optimum shelf spaces and personalized counters within the flagship stores of the region.
Ensure that the merchandising guidelines are always respected.

 

People/Training
Ensure ongoing training and performance evaluation of sales teams, in coordination with Regional Training Manager and Sales Delegate, through in-person or virtual trainings and on-going Ambassador program.
Lead and motivate BAs and ensure perfect grooming.
Organize regular sales/motivation contests.

 

Forecasts
Prepare and monitor forecasts.
Reporting
Set up monthly sell out reports per operator/store/line/ref.
Communicate Hermès Parfum & Beauté “best-practices” and track initiatives from competition.

Budget
Elaborate and track sell in and expense budget.

Management
Manage and develop 1 Travel Retail Sales Delegate according to the Hermès values.
Lead, drive, inspire and motivate team of exclusive BAs (approx. 40). Ensure strategy is properly shared from top to bottom and followed.
Analyze and optimize allocation of resources in the markets.

Objectives:
Develop the business activity and reach sell in and profitability objectives in the territory, in accordance with the brand guidelines and strategic objectives of la Maison Hermès.
Contribute with the team to the strategic commercial development.

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