Regional Sales Director

Job Title: Director – Sales, Couture & Lifestyle

Division: LUXE

Location: Field/Remote

Reports To: FSVP

Who We Are:

For more than a century, L’Oréal has devoted its energy, innovation, and scientific excellence solely to one business: Beauty. Our goal is to offer each and every person around the world the best of beauty in terms of quality, efficacy, safety, sincerity and responsibility to satisfy all beauty needs and desires in their infinite diversity.

At L'Oréal Luxe our mission is to provide our consumers the best products and brand experience by making it unique. Our portfolio is composed of 21 brands including major brands, highly aspirational and multi-expert, such as Lancôme, Yves Saint Laurent, and Giorgio Armani.

Job Description:

·         A Director is responsible for overseeing brand sales and relationships within assigned regions. Representative will act as the “voice of region” internally to the field and externally to retailers. This person is highly strategic, ambitious & commercially savvy, working with cross-functional teams to provide feedback on a variety of topics including promotional activity, events & education materials based on competitive insights to strengthen retail performance.

Leadership & Development:

• Performance management of AE team; hire, train & coach Account Executives
• Visit call cycle doors monthly* and discuss observations with AEs 
• Continuous improvement facilitation / regional knowledge sharing
• Build & maintain regional retail relationships (with district/area mgrs.)
• Provide feedback on quality and quantity of BA & RSS in store
• Working side by side, train, coach & develop direct reports for leadership development, optimized store visits, and building & maintaining retailer partnerships
• Co creates clearly defined career maps & succession plans with direct reports

Strategy and Execution:

• Develop regional strategy and sales execution plans; support sales execution by AEs
• Foster account /door strategy conversations, including opportunities to shift or increase investment to drive business performance
• Analyze & enhance promotional strategies including make-up acceleration, visual weeks, artistry and promotional events
• Synthesize field team needs across region & proactively communicate to FSVP
• Reinforce adherence to merchandising standards and brands identity
• Conduct weekly team meetings to review sell through success & opportunities by retailer of newness, core & promotional activity
• Review freelancer productivity, store rankings & key sku performance to maintain elevated performance in freelance doors vs non supported freelance doors

Financial Planning and Analysis:

• Conduct trend analysis and market research (share with corp. brand & regional teams)
• Analyze daily, weekly and monthly brand sale reports, including competitive brand reports
• Consult FSVP on allocation strategy of AE budgets by door and by brand within region, as well as freelance and T&E budgets to AEs within region.
• Measure r.o.i of all financial investments
• Provide insight on customer shopping behaviors and suggest innovative ideas to improve the brands relationship with consumers through opportunities in product, merchandising, marketing, promotions, and digital platforms
• Provide visual week and holiday recaps
• Maintenance of the Sell through field address list to keep current

What We Are Looking For:
Required Qualifications

• Minimum of 7 years experience in cosmetic or retail management
• Self-motivated, results oriented, and a creative thinker
• Strong communication, presentation and organizational skills
• Analytical in approach to identifying opportunities
• Strong negotiation skills
• Proven experience in motivating and training a sales team
• Proficient computer skills necessary – Microsoft Office (Word, Excel, PowerPoint, Outlook, TEAMS)

 Essential Duties and Responsibilities

1. In-store seasonal planning and execution - 15%
 Coordinate seasonal events for national accounts. Plan and negotiate product launches with store manager, department manager and account management. (District Merchants, Regional Merchandise Managers, Visual Managers, Regional Cosmetic Managers, Directors of Stores) to ensure maximum visual effect and sales performance. Plan, communicate and execute all in-store events.

2. Business Analysis - 15%
 Responsible for daily, monthly and seasonal tracking of total retail performance within region. Must maintain knowledge of the trends of individual business segments and all of the key business drivers within each segment. Monitor competitive activity and competitive retail performance within fragrance/beauty department. Ensure that rank & market share objectives are being met.

3. Meetings and Presentations - 10%
 Prepare and carry out seasonal retailer presentations. Participate in and/or organize regional retailer strategy meetings.

4. Maintain counter quality and merchandising - 5%

Ensure that merchandising is up to date in region. Identify opportunities to improve productivity through merchandising
5. Maintain budget - 5%
 Maintain seasonal freelance budget & TE budget for region. Deliver strong r.o.i.

6. Communication- 5%

Weekly communication with FSVP regarding business performance & stock conditions. Communication regarding event performance, retail opportunities and training.

7. Monitoring of Stock -5%

Work with Planning team to identify opportunities with stock levels. Communicate stock needs/concerns and track incoming shipments to ensure timely arrival in store.

8. Training and Development -30%

Coach AEs to increase sales by making sure s/he is fulfilling all the responsibilities.

9. Sourcing/hiring/talent assessment-5%

Supporting AE to identify best talent. Ensure we have the top sellers to drive brand goal achievement, productivity (SPH, IPT, and AUS), selling skills, client registry level and quality, customer service, etc.

10. Social Media -5%

RSD to monitor and evaluate AE, BA & RSS posting to ensure proper social guidelines and business driving opportunities.  RSD to build their own social profile through organic content and reposting of corporate/team content a minimum of 3x a week.  

Required Competencies:

• Demonstrates respect, develops others, enriches team dynamics
• Listens and communicates effectively, actively networks
• Reasons from multiple perspectives, makes decisions
• Conveys energy, focuses on results, acts with integrity
• Shows curiosity, imagines creative solutions, promotes team creativity
• Takes initiative, focuses on customers, improves business performance, develops a vision
• Focuses on quality, builds knowledge of the beauty business, understands beauty

Please note: This job description does not list all duties of the job. Employees may be asked by management to perform other duties. The employer has the right to revise this job description at any time.

Additional Benefits Information As Follows:

Salary Range: $128,000-$155,000 (The actual compensation will depend on a variety of job-related factors which may include geographic location, work experience, education, and skill level)  

• Competitive Benefit Package (Medical, Dental, Vision, 401K, Pension Plan) 
• Flexible Time Off (Paid Company Holidays, Paid Vacation, Vacation Buy Program, Volunteer Time, Summer Fridays & More!) 
• Access to Company Perks (VIP Access to L’Oréal’s Internal Shop for Discounted Products, Monthly Mobile Allowance) 
• Learning & Development Opportunities (Unlimited Access to E-learnings, Lunch & Learn Sessions, Mentorship Programs, & More!) 
• Employee Resource Groups (Think Tanks and Innovation Squads) 
• Access to Mental Health & Wellness Programs   

Don’t meet every single requirement? At L'Oréal, we are dedicated to building a diverse, inclusive, and innovative workplace. If you’re excited about this role but your past experience doesn’t align perfectly with the qualifications listed in the job description, we encourage you to apply anyways! You may just be the right candidate for this or other roles!

We are an Equal Opportunity Employer and take pride in a diverse environment. We would love to find out more about you as a candidate and do not discriminate in recruitment, hiring, training, promotion, or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.

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