Description
The VP Field Sales is responsible for leading B&M retail sales across North America and achieving profitability targets across all locations. This role requires a dynamic and results-driven leader with deep sales fundamentals, financial acumen, and the ability to develop and execute both long-term and short-term field sales strategies that enhance market share and ensure sustained competitiveness. They will work in partnership with Key Account Management to deliver the P&L targets for each account focusing on B&M, driving topline sales to deliver net and controlling selling cost and promotional support to deliver NOP. They will lead and develop field teams that report directly to them while supporting multi branded field teams that support their brand, they are responsible for total B&M, with the goal of creating a #OneTeam mindset across the field focusing on collaboration, consistency and excellence in execution. They will have Field Sales leads that in turn will lead and develop field executives across the US. Their territories are comprised of retail partner, specialty multi locations and may also include FSS where applicable. They will drive their teams overseeing the execution of seasonal brand plans/promotional calendars and events that will drive enthusiasm and engagement with the consumer, ensuring their teams are focused on consumer facing activities and growth market share for brand within the nuances of their markets, consumer trends and business. They will lead all aspects of running a field team, including hiring, supervising, education, coaching, motivation, and performance assessments of direct reports and direct pay point of sale staffs/freelance in their region. This role demands a visionary proactive leader with a proven track record of driving sales performance, developing and implementing large-scale field sales strategies, and optimizing financial outcomes.
Additional Job Specifications
The VP will lead and oversee all channel/s locations in United States, driving brand strategy and executing regionally relevant opportunities to grow sales, exceed plan and capture market share across total B&M. This leader will be responsible for developing and executing comprehensive field sales strategies, leveraging their financial acumen and sales fundamentals to ensure the field sales organization remains competitive. Strong sales leadership experience with proven results in driving sales growth and results through data driven decision making. Able to lead, inspire, develop and motivate a large, geographically dispersed sales team and establish a clear sales vision -build top talent for competitive advantage. Deep understanding and appreciation for brand equity and relevance -maintaining brand pride and quality in all interactions. Understanding of brand products and the attributes that drive consumer purchasing behavior in a retail partner, or specialty multi environment. Act as the field's advocate by gathering critical consumer and retail insights and delivering strategic recommendations to senior leadership, ensuring the field sales organization remains competitive. Strong Operational knowledge and savvy to ensure effective management of store counters in retail partner locations such as scheduling, selling cost expense management, effective use of freelance, etc., and in store budgets to support P&L objectives. Ability to build and nurture strong, collaborative and influential relationships with retail partners, internal cross functional partners and multi branded field teams to drive the execution of brand strategy.
Key Responsibilities
Drive Sales and Profitability Targets in Region:
Lead Field Sales Leads and all multi branded sales teams by ensuring sharp focus on execution aimed at achieving sales growth and productivity targets. Develop and implement bold Field sales strategies to gain market share and swiftly adapt to competitive pressures. Achieves profitable sales plans and increases market share by achieving sales objectives and implementing education and marketing strategies. Maintains sales volume and product mix by adding regional relevance to local education and marketing strategies without compromising brand equity-stays current with consumer needs, changing trends, market segment, economic indicators, and competitors. Works with Accounts Management to ensure market-level strategic and business objectives are met., focusing on B&M top line sales growth to achieve net sales goals, while controlling selling cost and promotional investment to support NOP plan targets. Strategically partners with leadership of key retailers to drive business and maximize market share. Collaborate with marketing and product teams to align field sales strategies with brand initiatives, ensuring seamless execution of seasonal launches and updates. Partner with visual merchandising to enhance in-store displays and execution, leveraging field sales insights to optimize impact and engagement. Directs and supports the consistent implementation of Brand and ELC company initiatives. Evaluates sales performance against investment and is accountable for profitable achievement of sales for assigned region by revising sales processes and tools to enhance agility and efficiency. Partners and Collaborates with all Multi Branded Sales Team to provide brand support to deliver on all brand objectives. (Brand Communication, Brand Education, Best Practice Sharing, Resources (Freelance, Samples, In Store, etc). Collaborate with Education, Account Management, Marketing Sales and Promotions Planning, Merchandising and Finance/Strategy sharing appropriate consumer and sales information as the voice of brand Wholesale, retail partner and specialty multi locations to analyze trends, and rapidly identify mitigation strategies to achieve sales growth. Design annual sales strategy including building blocks and specific areas of focus, i.e. top market/top doors Support development of Retail Sales plans with Account management for B&M and provide updates and feedback on performance. Maximize potential of Specialty-Multi channel where applicable focusing on education and consumer engagement opportunities to grow and gain share. Effective management on all Expense lines including In Store, Freelance, T&E, Conference and Meeting budgets, Hours Utilization/Selling Cost, Counter Repairs leveraging all expenses to deliver on sales objectives and P&L targets. Lead with a strategic and holistic approach by analyzing P&L to establish KPIs and identify trends, providing data driven recommendations to enhance performance and profitability.
Key Responsibilities (Cont.)
Maintain Consumer Experience
Understands the needs of the changing consumer in by brand, region and markets. Collaborates with central Brand Teams to create field action plans to differentiate brand in region amongst competitors. Identify shifting consumer behaviors to align team's strategy with consumer expectations. Maintains a consumer -centric service focus amongst all stores in the region. Educate Field Teams to create brand's service experience for Consumers. Understand consumer shopping patterns and monitor trends. Lead the implementation of Consumer Engagement strategies to maximize client loyalty through service experiences. Ensure appropriate utilization of COEs by field teams to drive focus at point of sale.
Develop Staff:
Provide direction to their team ensuring corporate objectives are communicated and met. Lead staff by recruiting, selecting, orienting, developing and appraising performance. Builds a consumer-oriented entrepreneurial team that is knowledgeable on service and artistry expectations. Lead, inspire, and mentor a team of field leaders, cultivating a culture of high performance and a sense of urgency. Develop the talent and capabilities through accompanying store visits, regular management meetings and one- on-ones to help others strive for excellence and reach their highest level of contribution. Actively seek feedback from stakeholders (e.g. retailers) and prioritize the need to identify and develop the capabilities within the team. Champion of brand field culture and protection of brand equity at the point of sale. Constant elevation of the execution and skills of the Field team always fostering a #OneTeam mindset. Drive innovation in education delivery, deploying digital/ social network tools to extend reach, improve pace and increase relevance Drive capabilities with Social Digital engagement, digital outreach, enabling select staff members to become digital ambassadors. Cascades sales, education and market strategies to Field and Stores to align and engage teams in the vision. Partner with central education teams to develop and host relevant brand, product, and skills seminars. Partner with Human Resources to ensure top talent recruitment, development and succession planning.
Equal Opportunity Employer
It is Company's policy not to discriminate against any employee or applicant for employment on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. The Company will endeavor to provide a reasonable accommodation consistent with the law to otherwise qualified employees and prospective employees with a disability and to employees and prospective employees with needs related to their religious observance or practices. Should you wish to apply for this position or any other position with the Company and you believe you require assistance to complete an application or participate in an interview, please contact USApplicantAccommodations@Estee.com.
