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US Luxury Field Sales National Director - Specialty Channel
Fashion Industry Company
New York, NY, United States
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Role Description
US LUXURY FIELD SALES: NATIONAL DIRECTOR, SPECIALTY CHANNEL
JOB TITLE:
National Director, Specialty Channel
REPORTS TO:
VP, US Luxury Field Sales
LOCATION:
Field Based (NYC Preferred), with up to 80% travel
Core Description
Company Inc’s Specialty Channel National Director is responsible for establishing Channel selling strategies to deliver fragrance retail sales goals (*detailed KPIs listed below) in Saks, Bloomingdales, Neiman Marcus, Lord & Taylor, Nordstrom, and Bergdorf Goodman; while strengthening national/regional account penetration and joint business planning – with a disproportionate growth acceleration in top cities and top doors. The US Specialty 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 channel, retailer and regional business understanding, leveraging data analytics to maximize internal and external negotiations, achieving/exceeding seasonal retail sales goals, brand rank and share targets while improving ROI via FT/PT and/or A&CP efficiencies. Regularly analyze business and communicate key successes, opportunities and future potential risks to US Field VP.
2. Inspirational Organizational Leadership: Coaching, developing and retaining Full and Part-Time teams to deliver/exceed business results while carrying-out supervisory responsibilities in accordance with Company’s US policies and applicable laws.
Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing retail sales targets, event targets, and PT Selling Budgets; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
3. Collaboration: Ongoing Partnership with Multi-Functional teams (Sell-In, E-Commerce, Education, and Trade-Marketing), proactive sharing with Channel Partners, representing Specialty retail needs in annual business planning process. Ensure local new hire orientation is in place. Work with Education department on seasonal education events. Partner with Retail Management to ensure that new account opening education needs are scheduled.
4. Communication: Driving solutions-focused and actionable communication from field to Corporate Teams and to retailers (help needed, promotional recaps, stock needs, market feedback, competitive intel, etc). Ability to effectively present information in one-on-one, small and large group situations. Communicate inventory issues to ensure that counters have the correct levels and mix of stock to support sales plan. Responsible for ordering testers and 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 and delivered +/- 2% seasonal accuracy.
*Key Performance Indicators:
1. Retail $ / %vsYA (with disproportionate Top City/Top Door Acceleration)
2. Brand Rank / Regional Market Share(where applicable)
3. Business/Counter Manager Performance + Understanding and building Field Clienteling %s
4. Outreach Events/Visual Week/KCP/Retailer Event/Launch Retail $ and Space/Location Merchandising
5. Everyday + Merch Space / Location(>= corp directive); Flagship Counter Location & Staffing Management
6. Quarterly Regional JBPsaligned and executed with retailer
7. PT Budgets deployed on-time and managed within+/- 2% monthly accuracy
8. T&E and Pro-Card Budget Managementwithin +/- 2% seasonal accuracy
9. Quarterly performance coaching discussions with each Regional Sales Development Executive (+ Quarterly Review of PT)
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. 5+ years related experience and/or training; or equivalent combination of education and experience: 2+yrs’ experience w/in Specialty Channel required; 2+yrs’ experience as an account executive with skincare/cosmetic competitor preferred.
4. 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.