Job description
East Coast Regional Sales and Education Manager
New York Metro, NY, Chicago, or DC
Our client is a well known dermatologist founded skincare brand that is looking for a new East Coast Regional Sales and Education Manager to join their team!
Reporting to the Field Sales Director (FSD), the Regional Sales and Education Manager (RSEM) is primarily responsible to build the retail sales performance of a designated region while maintaining corporate profitability and elevated retail partner relationships. Coach and develop Sales and Education Executives to achieve their individual goals and cultivate their professional skills. This position must have employee based out of NY Metro, DC Metro, or Chicago Metro area.
RESPONSIBILITIES:
RETAIL SALES:
- Achieve quarterly as assigned by the Field Sales Director by executing Brand Plan and Marketing Strategy at regional level for all retailers
- New Product Launch/Focus Product Performance: each RSEM is responsible for achieving sell through goals
- Event Performance: RSEM is responsible for their field team to execute successful events in their assigned territory, with a strong return on investment, by accepting responsibility for goals and adjusting strategy according to performance and achievement
- Identify and establish key relationships with Executive Centers of Influence within each retailer that directly impact brand business
- Quarterly comprehensive business review with Executive leadership in each territory
- Retailer Ranking: RSEM is responsible for striving to improve store rank throughout territory in all stores
- Identify opportunity markets and offers creative solutions to turn the business when faced with soft retail
MANAGEMENT:
- Coach and develop SEEs to achieve their individual goals and assist them in creating their personal business strategy for their territory
- Strategic management and oversight of SEE calendar and freelance scheduling with a focus on LY liabilities, retailer promotions and event execution
- Discuss overall regional and individual sales goal achievement with each SEE weekly on regional calls and individual 1x1s
- Empower the SEE to increase their business through successful events, education and building their relationships at store level and regional retail management
- If necessary, coach on additional strategies to achieve sales goals
- Cultivate high level relationships with retail partners to discuss brand performance and initiatives to exceed sales objectives at each point of sale
- Advocate for primary space and location and additional brand exposure within retailers
- Participate in event planning calls/meetings with retailer management to ensure the execution of impactful store events that meet brand standards
- Ensure correct space and location as it relates to Marketing calendar and adhere to merchandising standards and current POG
- Gather competitive insight from the field team while personally monitoring and evaluating the activities and products of the competition, communicate findings to FSD
- Monthly business analysis on territory performance and opportunities to FSD
- Ensure all reports are completed on time including but not limited to Event Results, Freelance Tracker, T&E Reports
- Communicate OOS and stock concerns to FSD
- Consistent review of “Go Spot Check” submission, ensure congruence with SEE scheduling on Outlook
BUDGET:
- Accountable for Freelance and T&E budget compliance as assigned by FSD
- Review freelance performance and productivity to ensure ROI and goal achievement (5x minimum sales/investment)
- Analyzes and controls expenditures of region to conform to budgetary requirements
- Regularly review freelance funds and recommends movement of the budget based on the needs of the business
TRAINING/DEVELOPMENT:
- Identify long term SEEs goals and objectives ie. career path and proactively seek out opportunities to develop skill set
- Ensure the brand offers the highest possible level of customer service
- Share feedback in the moment and immediately following market visit via Field Visit checklist to elevate overall SEE performance providing timely and constructive commentary
- Review and communicate Sephora Brand Survey by SEE to elevate in store presence and secure as a “Best in Class” skincare brand
- Partner with SEEs to recruit, train and develop top tier freelance to build long term bench candidatesmu
OTHER REQUIREMENTS:
- Minimum 6-year multi-unit retail management experience
- College degree preferred
- Expertise in leading field sales team
- Strong analytical, financial and negotiating skills
- Superior interpersonal, verbal, written and presentation skills
- Strong organizational skills with the ability to effectively identify priorities
- Thorough understanding of retailer culture, infrastructure and positioning within the marketplace (Sephora, Ulta)
- Possess a personal vehicle to be utilized for business purposes
- Must have valid driver’s license, good driving record and cannot have any travel restrictions
- Overnight travel required including some weekends: 60% plus, depending on business needs
