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Executive Director, Head of Sales, Bobbi Brown/Tom Ford - New York, NY
Drive Sales and Profitability Targets in Region: 40% of time
•Leads Directors and sales teams by ensuring sharp focus on execution aimed at achieving sales growth and productivity targets.
•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 Groups to ensure market-level strategic and business objectives are met.
•Strategically partners with leadership of key retailers to drive business and maximize market share.
•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.
•Collaborate with Global Education, Marketing Sales and Promotions Planning, Merchandising and Finance/Strategy sharing appropriate consumer and sales information as the voice of the Local Lead Markets. Keep abreast of Global and Affiliate sales techniques and apply learnings in US as appropriate.
•Design annual sales strategy including building blocks and specific areas of focus; i.e. top market/top doors
•Develop and update retail and net-budget estimates across NA and identifies risk and opportunities to delivery of budget and latest estimates.
•Establish sales objectives by forecasting annual sales goals for regions and territories, and aligns with central teams.
Maintain Consumer Experience 30% of time
•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.
•Drive digital outreach, enabling select staff members to become digital ambassadors
•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 teams to better support and enable focus on consumer by teams.
Develop Staff: 30% of time.
•Provide direction to Directors ensuring corporate objectives are communicated and met. Lead staff by recruiting, selecting, orienting, developing and appraising performance. Builds a consumer-oriented team that is knowledgeable on brands.
•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.
•Drive innovation in education delivery, deploying digital/ social network tools to extend reach, improve pace and increase relevance
•Cascades sales, education and market strategies to Field and Retailer 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 development and succession planning
•4 year college degree preferred
•Minimum 12 years of experience
•Travel Time: 70-80%
•Strong sales leadership experience with proven results in driving sales growth and results.
•Able to lead, inspire and motivate a large, geographically dispersed sales team and establish a clear sales vision -build top talent for competitive advantage.
•Deep understanding and appreciate 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.
•Strong communication skills to represent the voice of the Field and capture consumer and field learnings to communicate to relevant stakeholders.
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