Area Sales Manager South America - Perfume & Beauty

1. GENERAL MISSION

Reporting to the Regional Sales Director US & LATAM Local markets & Travel Retail, your role as Area Sales Manager South America is to manage and strengthen Distributor local markets and the Travel Retail business accounts across the region. While doing so, you will mainly be in charge of formulating the adequate development strategy to ensure long-term success. With the support of the team, you will identify and activate the building blocks to grow the business (top & bottom lines) in line with regional and global expectations for the brand.

You will set standards and objectives for all doors while optimizing and overseeing operations to ensure efficiency.

You will be responsible to ensure best position possible for the brand in each door while nurturing a very strong business relationship with each distributor and TR account across the area. You will be expected to liaise with other ASMs to ensure regional synergies where possible.

The region includes the following markets: Brazil, Argentina, Uruguay, Paraguay, Chile, Peru and Bolivia.

2. MAIN DUTIES AND RESPONSIBILITIES

Audit the area

• Analyze current client list, store distribution, Beauty Advisor resources, client margin structures, assortments and make recommendations to improve current situation and build the future of the brand with a long-term vision.
• Audit the state of business and identify areas of improvement

Develop the business and relationship with clients/buyers

• Optimize and rationalize product assortments
• Formalize the development growth strategy for all clients
• Keep strengthening our visibility and image through negotiation of personalized fixtures in key doors, assortment per clients and at POS level
• Negotiate new margins or global deals (when necessary)
• Monitor and constantly activate sell out trends
• Closely monitor store and client warehouse inventories
• Sound understanding of optimization of store operations and standards for success
• Build a strong and respectful relationship with clients/buyers
• Negotiate sell in and sell out targets and follow up achievements with buyers
• Ensure Price positioning is respected and in line with pricing strategy
• Ensure compliance with company’s policies and operational guidelines
• Regularly visit points of sales and animate the BC community
• Open new accounts and stores, when business opportunity

Marketing

• Negotiate strong trade plans to improve brand visibility, in coordination with Marketing Manager and HQ team
• Ensure on-time and high-quality implementation/execution of our animations, in partnership with our Marketing team

Visibility in store/Merchandising

• Elaborate personalized planograms for personalized fixtures
• Make sure visual merchandising guidelines are communicated and implemented

Training/Motivation

• Organize sales incentives with all accounts and ensure they are in line with the Budget
• Plan and coordinate with Regional Trainer and Sales Delegate training for generic staff and Hermes Beauty Advisors: product stories, stock management, merchandising

Forecasts

• Prepare and monitor forecasts and make sure they are diligently sent to markets
• Follow up, process, and negotiate orders with buyers on a monthly basis

Reporting

• Communicate retail sales reports per client/door/units monthly
• Share competition best practices

Budget / Finance

• Undertake sound financial management to ensure stores are profitable and stay within budget
• Deal with problems by providing creative and practical solutions
• Prioritize investment per client to keep a profitable P&L to support retail needs and protect brand image according to brand guidelines
• Manage T&E budget
• Manage and follow up P&L by client / P&L by personalized counter
• Build detailed sell in and A&P budget in line with strategy, during budget cycles

Management

• Optimize Beauty Consultants resource allocation according to client/store potential and situation

3. PROFILE & KEY REQUIREMENTS

• You enjoy multi-tasking and wearing multiple hats at the same time
• You are fluent in English and Spanish; French is a plus
• You have a strong sales and business acumen background with analytical skills
• You are a team player capable of working and traveling autonomously, as well as working with all team members
• You are a dynamic, entrepreneurial and well-rounded sales professional with a BA in Business Administration or a Master’s Degree academic background and a minimum of 7 to 10 years’ experience in the luxury fragrances and/or cosmetics category
• You have knowledge of performance evaluation metrics and principles
• You are curious, quick-witted, ingenious
• You have excellent problem-solving abilities, and you are agile and can adjust your vision and business approach according to business reality
• You have a previous proven experience as an Area Manager or similar managerial role and understand the business mechanism of this channel.
• You have strong negotiation skills and are able to be diplomatic with all business partners and internal teams involved
• You are open to travel extensively – approx. 50%
• You are interested in working within a small, multi-task and fast-growing team environment
• You have excellent interpersonal and communication skills
• You have an excellent mastery of MS Office, Excel in particular
• You have a proactive attitude and good organizational skills