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Account Coordinator, Travel Retailing for Bobbi Brown/Jo Malone London/Origins/Tom Ford Beauty
Estee Lauder
Chiyoda, , Japan
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Description
<PRIMARY FUNCTION>
Achieve counter sales goals and business objectives through:
• Motivate Bobbi Brown Makeup Artists, Jo Malone London Stylists, Origin Guides & Tom Ford Beauty Specialists (Sales Personnel) to maximize the Brand’s retail sales
• Efficient management of daily counter operations working with retailer’s operations team
• Good management of inventory
• Development, Coaching and supervision of field personnel, partnering with BB Field Trainers, JML Education Ambassadors when these positions are available. When unavailable, AC will undertake this role
• Marketing set up details and point of sales execution for product launch and promotions
• Implement, execute and monitor incentive program for promotions working with Marketing team & ASM GC
• Working with Airport Coordinator(s)/APCs in managing inventory and ensuring excellent VM execution at all times
<RESPONSIBILITIES>
1. Sales
• Work closely with Area Sales Manager (ASM) on setting and achieving sales targets
• Lead and motivate sales personnel at the counter to increase retail sales
• Review & submit sales performance of counters on a bi-monthly basis
• Review new product sales performance of key doors
• Monitor & report competitor movements (sales, promotions activities, incentive schemes and counter changes)
• Follow up on current business/trends/environments with field personnel & report to ASM
2. Inventory Management
• Analyze retail sell-thru versus current inventory to understand inventory level
• Monitor shipments and backorders to ensure inventory is sufficient at counters
• Ensure newness is available on counter and manage discontinued products
• Assess inventory situation during store visits and provide ASM with feedback on product mix and assortment
3. Marketing
• Assist ASM to showcase and promote new marketing launches to Retailers during marketing presentations & also to share these marketing launches, new/ existing product updates information to Sales personnel
• Plan and work with Marketing team on print materials for advertising in publications to increase new product launch/brand awareness
• Monitor and provide feedback on marketing opportunities for new, existing and competitors’ products
4. Promotion coordination
• Work with ASM on individual Retailer’s promotions’ proposals and ensure that:
• Promotion targets/ Brand ranking target set & ensure promotion scheme is set at optimal level to attract and increase customer purchase
• Develop Incentive program to motivate sales personnel to participate and aim to achieve targets of the brand
• Work with Visual Merchandising (VM) team to create and establish apt communication tools for promotion/in-store programs drawings for retailer’s approval
• Work with sales personnel/contractors/VM to execute promotion setup timely and effectively
• Evaluate promotion sales and incentive program results with ASM
5. Counter Maintenance
• Ensure overall counter image/aesthetic adhere to each BB/JML/OR/TFB brand philosophy/ guidelines and that all counters are updated with:
• Testers & Locators: for matching with current VM guideline in timely fashion
• Communication Tools: for effective communications to allow consumers to understand in-store highlights by working closely with VM and Marketing team
• Highlights: To highlight new launches, key/focus products on regular basis by working with VM team
• Trans: Monitor expiration of visuals and replace expired ones with appropriate new trans visuals, as well as ensuring every counter have consistent trans messages communicated
• Uphold Planograms: Review and analyze the product assortment of individual counters and adapt the brand guidelines on counter planograms
6. New Counter / Refurbishment
• Assist ASM in follow up of new counter/ refurbishment drawings and ensuring that all merchandising requirements are ordered and available on the scheduled day of counter installation/refurbishment
• Work with VM team on the counters’ planograms and merchandising displays
• Coordinate with appointed contractor on installation schedule and receipt of necessary counter displays and visuals
• Execute the installation and work on the stock merchandising and displays of new counter/Refurbishment with the field staff
7. Supervision, Coaching and Team Management of BB, JML, OR & TFB field personnel
• Assist and work with ASM in recruitment of field personnel, review of commission and increment packages
• Partnering Education to ensure field personnel upheld grooming standards of the respective brands
• Plan and ensure that new field personnel are assimilated into the respective brands (BB/JML/OR/TFB) by conducting/providing them with concise brand introduction and training of basic product knowledge to enable them to perform their job until formal training is arranged by the Education Manager
• Evaluate the performance of field personnel and work closely with Education manager to enhance product knowledge and sales technique to improve performance
8. Administration (working with Administrative assistant)
• Ordering of no charge orders e.g Testers/ VM collaterals
• Completing products listing forms/templates
• Computation/Consolidation of Sales Incentives etc (if any) based on incentive or target set.
• Uniform order/ Birthday Gift order if any / Free Goods Allowance Ordering if any (to check HR policy)
◦ To assist order, verify and update Free Goods Allowance Forms for each BAs in individual country and arrange for distribution upon receipt
◦ Manage any uniform change/ promotion highlights for sales personnel
◦ Monitor field staffs’ Birthday and ensure birthday gift arrives timely
• Conference Administration
◦ Manage travel, rooming details and itinerary for field personnel
Qualifications
<REQUIREMENTS>
• A general Degree with a minimum of 2 years’ relevant experience or Diploma in Business Administration with a minimum of 3 years’ working experience, preferably in the travel retail industry
• Native speaker
• Well groomed
• Good understanding of English and can converse confidently
• Good organization and communication skills
• Good presentation skills
• Proficient in MS Office, Excel and Powerpoint
• Ability to multi-task
• Willingness to travel; 50% travel
• Proven sales track record
• Passion for luxury brands