POSITION PURPOSE:

A Regional Sales & Training Manager drives sales revenue to exceed budget by managing store accounts, influencing store associates while cultivating strong account relationships and providing necessary education to store associates and freelancers. When in-store, provide exceptional customer service to build and retain the customer base.

JOB RESPONSIBILITIES:

Sales Driven In-Store Activities:

Drive financial results in store to meet and exceed plan and grow key categories. Including Key Performance Indicators (KPI’s)- examples; Sales Plan (Budget) and Mix of Business (MOB)

Understand account visit strategy, to develop and frequently assess an impactful store visit call cycle for self in conjunction with Field Sales Vice President to optimize territory coverage

Act as primary day-to-day brand contact for designated stores. Achieve targeted sales growth by proactively using, Stage Diving selling system and Daily Core Training while inspiring and motivating store associates to continue to drive sales when the Regional Sales & Training Manager is not in store.

Conduct informative and concise trainings to educate associates on new and core product focuses by preparing for trainings customized to account and associate skill level focusing on artistry hack selling skills.

Responsible for being the authority amongst the retail color / prestige brands, demonstrating entrepreneurial spirit within the frame of company and retailer guidelines.

Think innovatively to ensure business growth year over year.
 

CUSTOMER CENTRIC:

Provide insight on customer shopping behaviors and suggest innovative ideas to improve the brand’s relationship with consumers through opportunities in product, merchandising, marketing, promotions, and digital platforms.

Understand and utilize virtual tools such as Glam lab, Color IQ and brand no touch library when working in respective retailers to customize the customer experience.

Educate associates on the Urban Decay consumer profiles, how to identify and train on link selling behaviors suitable for each consumer profile.

OPERATIONAL:

Analyze the tracking report to understand door and territory achievement to budget, last year and comp goals. Collaborate with Field Sales Vice President to build impactful action plans to address store needs and support sales goal regionally.

Continuously assess and evaluate door’s productivity, sales and training results. Proactively suggest improvement opportunities through selling system, education, and operations with Field Sales Vice President

Set or meet deadlines for all requests including but not limited to: calendars, expense reports, event recaps, task lists, company learning courses and assignments. Complete and follow-through as committed and agreed upon with supervisor and retailer.

Evaluate and monitor inventory levels, escalate inventory needs by directed channel; HLOR and Mia to optimize sales

Implement visual merchandising, new launch displays and collateral placement as directed by the Retail Merchandising and Marketing Binder. Remove and discard collateral with expired contracts.

Archive and review last year’s events to anniversary within accounts and territory. Prepare event timelines with store teams and freelancers to ensure optimal event execution and store participation.  

Plan, execute and lead in-store events to correspond with product launches and initiatives, within the region to increase business in local markets and build brand awareness. Work with Field Sales Vice President and retailer partners on the planning process.

FREELANCE MANAGEMENT & ARTISTRY:

Recruit and hire freelancers that fit the brand image and culture. Train and motivate retail partners to meet and exceed sales budgets through influence, education, coaching and strong follow-through.

Evaluate freelancers monthly and partner with Field Sales Vice President to address performance concerns.

Communicate and/or reinforce directive from Field Sales Vice President to accounts and freelance team so that information is received in both an accurate and timely fashion.

STORE AND RETAILER PARTNERSHIPS:

Build and maintain relationships with store management and Retailer District Manager through consistent, open communication using channels best suited including in-person meetings, phone, email, teams or skype.

When in-store, demonstrate best practices and abide by company standards and retailer standards when demonstrating product, building a sale, maintaining cleanliness standards, respecting store standards, following policies and procedures and applying make-up. 

Maximize ROI by utilizing the MOB report to identify opportunities within core categories within key doors and build an action plan. The ability to adjust the call cycle/ schedule to reflect the moving trends of the business, maintaining focus on the bottom-line sales results, and having the adaptability and agility to change course if the needs of the business requires.

DIGITAL/ VIRTUAL IMPACT

Take every opportunity to extend exceptional customer service beyond the in-store experience by using any platform of social media to promote original content and exclusive promotions; examples but not limited to posts and promotions on Urban Decay.com, QVC, Amazon and original peer created content

Participate in social media engagement to create brand awareness and drive retail sales; demos, product shots, artistry tips, sharing approved UD posts.
 

KPI’s: WHAT SUCCESS LOOKS LIKE

•  Implement sales and training strategy to meet or exceed plan; Key pillars have growth over LY.
•  Provided relevant consumer insight to associates and Field Sales Vice President.
•  Brand is represented in store with heathy inventory, merchandising and events. Prioritized workload and due dates met consistently
•  Freelance team is delivering ROI
• Store partnerships are invested and aware of their business and display an interest in achieving the targets whether store is supported frequently or not.
• Social posts are reposted by the brand or by peers; field supported digital goals, challenges or promotions are successfully met by the collective team or individual Regional Sales & Training Manager, displaying the field’s overall impact on the initiative
• Variety of useable digital content including but not limited to peer content, reposts, promotions  circulating within local zone to widen brand social reach.

VALUES:

Successful employee should be adaptable in using their organizational skills to prioritize tasks and opportunistic in taking ownership of various projects.  Have the urgency to anticipate busy schedules and teamwork to communicate with other members of the department/store to complete assignments on time and accurately. Possess openness in their problem solving and integrity in their research to effectively address the needs of the company. Regular attendance in conformance with the standards, which may be established by the company from time to time, is essential to the successful performance of this position.

• Passion for Urban Decay product
• Passion for people in coaching & elevating them to sell
• Aptitude for selling 
• Basic math skills - add, subtract, multiply and divide all units of measure, using whole numbers, common fraction and decimals, compute rate, ratio and percentage

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities:

• Excellent make-up application and artistry skills

• Superior verbal communication skills, strong written communication skills
• Team player and can evolve into a leader
• Excellent time management and prioritization skills
• Excellent coaching, mentoring, and teaching skills
• Ability to openly accept feedback and utilize it for growth

PHYSICAL DEMANDS OR REQUIREMENTS:

Duties may require travel and overnight stay

• Light lifting (less than 40 pounds)
• 10% travel within district, may include overnight stay

QUALIFICATION STANDARDS:

Education/Experience/ Licenses or Certificates:

• Bachelor’s Degree or an equivalent combination of education and experience

• 2 years sales experience including coaching and training
• Strong verbal and written communication skills
• Ability to add, subtract, multiply and divide all units of measure, using whole numbers, common fraction and decimals.  Ability to compute rate, ratio and percentage.
• Highly creative with a keen sense of brand awareness

SOFTWARE:

• Microsoft Office –Excel,, Word Explorer, Outlook and Teams