What You Will Do:
The Regional Sales Director will lead the sell through team that drives sales revenue to deliver year over year growth. The goal is to create & execute strategic initiatives to defend share of market in Sephora.
- Has a forward-thinking mindset to navigate the competitive retail landscape.
- Is a People Leader trailblazer, specializing in employee performance management who ensures that there are clearly defined people development plans and strategy in place.
- Is highly strategic, ambitious & commercially savvy, working with cross-functional teams to provide feedback on store placement, promotional activity, events & education materials based on competitive insights to strengthen retail performance.
- While in stores, the Regional Sales Directo mentors, develops, and provides coaching's side-by-side with the team.
This would include, but would not be limited to, the following accountabilities:
Key Accountabilities
People Leader
- Create a culture of inclusion, collaboration & psychological safety with direct reports.
- Review initiation, progress & achievement of regional market strategies to drive growth of retail sales during status updates with direct reports.
- 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 & Human Resources.
- Ideate, plan & execute biannual planning meetings for direct reports.
Customer Centric
Conduct weekly team meetings to review sell through success & opportunities by retailer of newness, core & promotional activity. Analyze NPD reporting for comprehensive understanding of the competitor landscape. - 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.
- Responsible for reviewing Sephora brand surveys weekly to identify training success & opportunities, sharing with key stakeholders.
- Support direct reports execution of Ulta cluster trainings, communicating dates, ordering gratis & creating competitive analysis to share with Education Manager.
- Initiate quarterly meetings with Ulta Event & Business Directors to solidify event dates in high stakes doors to retain the Urban Decay consumer & recruit new consumers to the brand.
- Execute competitive training & event strategies in Ulta & Sephora engaging store teams to support brand KPI’s with new launches & core skus.
- Operational
Forecasting sales by market, ensuring annual budget, freelance allocation & market support is in alignment with business trends for the luxury make up market and adjusting if needed. - Analyze Luxe Dashboard weekly, to understand area achievement to budget, last year and market evolution. Review Key state performance monitoring growth to mitigate risk of losing share of market.
- Provide weekly area business recaps and monthly reporting that identifies key sku sell through, promotional performance, ranking, gondola productivity, & sales competitive analysis
- Continuously assess and evaluate area productivity, regional sales, training results of core & newness.
- Review freelancer productivity, store rankings & key sku performance to maintain elevated performance in freelance doors vs non supported freelance doors.
- Actively participate in planning Sell through National Sales Meeting, Sephora & Ulta leadership conferences.
- Remaining current on changes or updates to Sephora process via the Sephora brand portal.
- Evaluate expenses related to T&L, product closet, meeting & freelance budgets to control variable expenses & increase profit by evaluating P & L monthly.
- Ordering Season in a box, car stock , GWP & sampling needs.
- Maintenance of the Sell through field address list to keep current.
Required Competencies and Interpersonal Skills
- Bachelor’s Degree or an equivalent combination of education and experience.
- Minimum 5 years of a proven track record in delivering a high-performance culture in a team through coaching, mentoring, and leadership. Cosmetics/Beauty industry required.
- Proven experience in managing, motivating and training a sales team.
- Strong analytical, interpersonal, communication, negotiation skills.
- Proven ability to work collaboratively and build positive/effective business partnerships.
- Proficient in Microsoft Suite; Word, Excel, PowerPoint, Power BI, One Note & Teams.
