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US Luxury Field Sales National Director - Philosophy Channel
Fashion Industry Company
New York, NY, United States
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Role Description
US LUXURY FIELD SALES: NATIONAL DIRECTOR, PHILOSOPHY
JOB TITLE:
Director, Philosophy Department/Specialty Store Channel
REPORTS TO:
VP, US Luxury Field Sales
LOCATION:
Field Based
Core Description
Company Inc’s Philosophy National Director is responsible for establishing Department Store & Nordstrom channel selling strategies to deliver Philosophy retail sales goals (*detailed KPIs listed below), while strengthening national/regional account penetration and retailer joint business planning – with a disproportionate growth acceleration in top potential doors, new user acquisition and developing Purity base business. The National Director also owns critical organizational expectations – leading, developing, and inspiring a diverse team of Sales Development Executives and Brand Ambassadors to deliver perfect execution, every day.
National Director may also lead incremental special project work.
Key Responsibilities
1. Proactive Business Leadership: Continuous strengthening of Philosophy business/shopper understanding within the Dept Store & Nordstrom channels, leveraging data analytics to maximize internal and external negotiations, achieving seasonal retail sales goals, brand rank/share targets while improving ROI. Regularly analyze business and communicate key successes, opportunities and future potential risks to US Field Sales VP and/or US Department Store Channel VP.
2. Inspirational Organizational Leadership & Training: Attracting best field talent, partnering with analytics team to develop channel retail sales & event targets and part-time selling budget allocations, while building culture of accountability. Coaching, developing and retaining Full and Part-Time teams to deliver/exceed business results. Lead entire team through side by side selling, teach and lead by example with retail managers, consultants as well as store teams. Develop strong relationships with Retail Management to ensure support and follow through in the stores.
3. Collaboration: Ongoing Partnership with National Directors and Multi-Functional teams (Sell-In, E-Commerce, Education, HR and Trade-Marketing), represent Philosophy’s Dept Store/Specialty retail needs in annual business planning process. Ensure local new hire orientation is in place. Work with NY Education department on seasonal education events. Partner with Retail Management to ensure that new account opening education needs are scheduled.
4. Communication: Monitor and review sales goals with Specialists, Store Mgt and Regional Team. Drive solutions-focused and actionable communication from field to Corporate Teams and retailers (help needed, promotional recaps, stock needs, market feedback, competitive intel, etc). Communicate inventory issues to ensure counters have the correct levels and mix of stock to support sales plan. Responsible for ordering testers/supplies and must adhere to company guidelines.
5. Stewardship Compliance: Field sales plans executed in accordance with US Luxury Commercial Strategy, Brand Equity/Fashion House and Retailer Guidelines. Work with Sales Development Executives to schedule and strategically use staffing budget. Review their performance to ensure goal attainment. All investments aligned w/ budget & approved vendor guidelines. Ensure that counters adhere to corporately approved merchandising guidelines.
*Key Performance Indicators:
1. Retail $ / %vsYA (with disproportionate Top Door Acceleration + New User Acquisition)
2. Brand Rank / Regional Market Share(where applicable)
3. Visual Week/KCP/Retailer Event/Launch Retail $ and Space/Location Merchandising
4. Everyday + Merch Space / Location(>= corp directive)
5. Quarterly Regional JBPsaligned and executed with retailer – specific focus on Education Expectations.
6. PT Budgets deployed on-time and managed within+/- 2% monthly accuracy
7. T&E and Pro-Card Budget Managementwithin +/- 2% seasonal accuracy
8. Holiday Gift Set % Sell-Through
9. Quarterly performance coaching discussions with each Sales Development Executive and PT Talent.
10. Retention of FT Talent and consistent-coverage PT selling specialists
Application Pre-Requisites:
1. Bachelor's degree from four-year college or university.
2. Basic to Intermediate Computer Proficiency in Excel and PowerPoint.
3. Previous team leader experience with an organization >10 people.
4. 5+ years related experience and/or training; or equivalent combination of education and experience: 2+ years’ experience within Department Store Channel required; 2+ years’ experience as an acct executive with a skincare/cosmetic competitor preferred.
5. Exceptional management, organization, communication and interpersonal skills. Proven knowledge of industry trends and best practices and ability to work across functional areas.
Please note: This job description does not list all duties or performance metrics of the role.
Employees may be asked to perform other duties. The employer has the right to revise this job description at any time.
We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.
The location for the role is open and the city mentioned in the job posting is indicative. The role requires you to be in the region mentioned in the job title for the most part and it is preferred that you are located in/close to the region.