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US Luxury Field Sales National Director - Ulta Channel
Coty
New York, NY, United States
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Role Description
US LUXURY FIELD SALES: NATIONAL DIRECTOR, ULTA
JOB TITLE:
National Director, Ulta
REPORTS TO:
VP, US Luxury Perfumery Channel
LOCATION:
Field Based, with up to 80% travel
Core Description
Coty Inc’s Ulta National Director is responsible for establishing Ulta-specific selling strategies to deliver Fragrance & Philosophy retail sales goals (*detailed KPIs listed below), while strengthening national/regional account penetration and retailer joint business and education planning – with a disproportionate growth acceleration in top cities and top doors.
The US Perfumery Channel VP 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 national and regional Ulta business and shopper understanding, leveraging data analytics to maximize internal and external negotiations, achieving 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 Perfumery Channel VP.
2. Inspirational Organizational Leadership: 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.
3. Collaboration: Ongoing Partnership with peer National Directors (particularly Philosophy) and Multi-Functional teams (Sell-In, E-Commerce, Education, and Trade-Marketing), representing Ulta’s 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: Monitor and review sales goals with Specialists, Store Management and Regional Team. Drive solutions-focused and actionable communication from field to Corporate Teams and to retailers (help needed, promotional recaps, stock needs, market feedback, competitive intel, etc). Communicate inventory issues to ensure doors 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 Door Acceleration)
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 with / working on Ulta required.
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.