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Director, Field Sales (Mid-Atlantic Territory)
Estee Lauder
Washington, DC, United States
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Description
Bumble and bumble is a fast-growing, luxury hair care brand located in NYC with market leadership in channels where we play. It started as an NYC salon and evolved into a multi-million dollar brand comprised of two (2) salons, a product company that houses a strong in-house creative agency, a direct sales force that covers salon and retail channels, and a university for hairdressers and salon owners.
We are committed to cultivating creativity while remaining deeply and passionately dedicated to the craft, culture and commerce of hairdressing.
Position Summary: The Director of Sales is a field sales management position responsible for the leadership, development, and sales performance of a team of 7 Regional Business Consultants (RBC), as well as for the sales and relationships with Bb.Network Salons, new business acquisition, and retail partners. This position will manage a region of 7 territories and a volume of over $12.0 million at retail and salon.
Responsibilities:
• Business Management
◦ Responsible for field execution on Salon, Retail, and New Business goals
◦ Manage and optimize region budgets
◦ For Salons and New Business:
Achieve region top 50 Bb.Network salons quarterly shipment targets
Ensure quality business plans are created and executed with top 20 salons in each territory – with direct involvement in region top 50 – including sell-through and education plans
Strategic management of region and territory coverage including managing RBC call cycles to ensure required coverage is met
Responsible for sell-in of new product launches and ensuring strong sell-through results
Acquire new business by actively seeking out top / market leader salon business opportunities and identifying plans and support needed to secure business
Deliver new business monthly target including market leader and tier 1 salons
Make sure RBC prospecting and funnel are maintained and managed throughout the year
Ensure all customers have excellent levels of customer service and field coverage as required
◦ For Retail:
Achieve quarterly sell through targets
Attend minimum 1 Sephora Brand Focus Day with each RBC
Ensure excellent execution of animations, events, and other support for each retail customer
Manage the hiring and other requirements of the Bb.Specialist (retail freelance) program
• People Leadership
◦ Manage, coach and develop a team of 7 Regional Business Consultants
◦ Continually strengthen the team’s business consulting acumen, with a strong focus on sales capability (especially business planning, new business process, and retail coverage best practices)
◦ Ensure accountability for sales results using Bb.Relationship Management software as a tool.
◦ Conduct bi-weekly one-on-one meetings with team members by phone or face to face.
◦ Work in the field with each assigned Regional Business Consultant a minimum once per month.
◦ Develop the role of the Network Educator and support their education initiatives
◦ Maintain bench to ensure open RBC positions are filled in a timely manner and effectively on-board and train new RBCs
Qualifications
Knowledge, Skills & Abilities:
• Excellence in sales, with a history of proven success
• Experience in consulting business owners
• Strong communication skills, with finesse in customer service
• Strategic and analytical thinker with strong problem-solving and organizational skills
• Strong entrepreneurial spirit and ability to work independently, while also leading a team
• Strong understanding and representation of Bb. culture and style
• Established, solid management and mentorship ability and/or experience.
• Travel varies, and can be up to 50%. Evening and weekend work is required on occasion.
Education and Experience:
• 8 + years sales management experience
• Prior sales leadership/management experience is required, preferably for a large territory
• Hair, salon, or beauty industry experience is a plus, but not required