Senior Area Sales Manager – Travel Retail Latin America – Bulgari Perfume

Job Summary:

The Senior Area Sales Manager is responsible for driving the brand elevation strategy with key business partners across the Travel Retail (TR) channel; delivering retail sales and revenues plans, while developing the brand productivity and visibility in stores – with a disproportionate growth acceleration in top potential doors. The Area Sales Manager also owns critical organizational expectations – budget planning, close partnership with marketing counterparts, leadership and coaching a team of Account Executives to lead retail operations and deliver retail excellence, every day.

This role will act under the direct supervision of the Americas Travel Retail Director and will work collaboratively with other members of the Perfume Department, including Marketing, Education, Finance and Logistics.

Key Responsibilities:

Sales/Client Management:

• Sell-in / Sell-out management: assortment, inventory/stock monitoring by door
• Coordinates contract negotiations/renewals by client in collaboration with Sales Director
• Inter-department collaboration (logistics, finance) on revenues/orders management
• Achieve sales targets (Sell-in and sell-out) working closely with retailers and main distributors
• Monitor investment and profitability by account in alignment with company targets & budgets
• Develop and maintain client relationships - Day to day operational communication, meetings with clients / stores / staff
• Identify new opportunities to grow retail sales and improve brand image

Sales Planning:

• Budget planning and budget revisions: Work on yearly Sell-in & Sell-Out budget by retailer & product lines, support budgets
• In collaboration with the Marketing team, plan all Marketing and promotional activities for Travel Retail clients and approve distributor marketing plans
• Forecast and allocate all newness by account
• Assortment optimization: Analyze and evaluate assortments, inventory, stock levels by client on a regular basis to ensure proper turnover
• Ensure novelties and launches are at POS in a timely manner and ensure successful launches
• Collaboration at client/store level on tactical opportunities: promotions, incentive and activations to drive retail at door level - work closely with AE

Brand Development:

• Be a leader in brand elevation strategy for the Travel Retail channel
• Be an ambassador of the TR channel and communicate key industry, macroeconomics and competition news impacting our business
• Negotiate space and location for brand image improvement
• Grow brand in top doors and outpace competition with a detail retail plan by door - work hand in hand with Account Executives

Leading and Coaching:

• Defining recruitment priorities and supervising recruitment process
• Set Account Executives objectives and support: sales targets, travel plan & store visits priorities, animations preparations, operational reporting, coaching, etc.
• Regularly coach and lead by example through formalized Regional visits with each Account Executive
• Ensure all Account Executives fulfill exact schedule expectations
• Perfectly execute corporate by-door scheduling guidance & retail sales expectations
• Ensure all Account Executives fulfill door retail sales plan expectations
• Ensure Bulgari Account Executives build and maintains strong, collaborative relationships with all levels of store management, to secure and benefit from preferred vendor status
• Coordinate training priorities with National Education Manager

Training

• Display confidence in public speaking, it is a key requirement for successful market schools and regional/district presentations
• Collaborate with Education Manager to train BA’s and Freelancers on new initiatives and selling techniques
• Leverage market visits to confirm retention of training materials amongst Selling Teams. Actively review key materials, role-play/coach in-store when possible

Stewardship:

• Use of Corporate Assets: 100% compliance on corporate rules and regulations as set for corporate assets: laptops, iPads, American Express Cards, non-saleable merchandise, etc.
• Budget Ownership: Adhere to spending guidelines with minimal (<2%) under spends to allocated budgets. Includes Staffing, Travel, and Training spending.

Key Performance Indicators:

• Retail & Revenues $ / % vs Plan
• Monthly performance reviews & coaching discussions with Account Executives
• Ensure adherence to policy for scheduling and paying BA’s and Freelancers
• Support Budget planning, management and execution in collaboration with Marketing within+/- 2% monthly accuracy
• Compliance to call cycle in partnership with Accounts Director
• Develop measurable action plans and track progress
• Top doors performance & High-End performance

Personal Requirements:

• Strong interpersonal and communications skills: ability to interact, engage and communicate with all levels of an organization
• Results Oriented: Drives behavior to emphasize MAGNIFICENT achievement. Self-directed toward accomplishment. Is action oriented. Likes challenge. Pursues opportunities. Consistently high achieving
• Priority Setting: Determines the interrelationships and relative BOLD importance of tasks and takes VISIONARY action accordingly to meet given deadlines
• Dynamic, INNOVATIVE, confident self-starter and self-directed management style: ability to manage, coordinate, execute workload with own initiative, especially due to remote management
• Customer Focus: Builds effective relationships, identifies UNIQUE customer expectations, and sees issues from their point of view; offers practical recommendations
• Personal Accountability: Accepts responsibility for own actions. Embraces BOLD experiences as learning opportunities and not chances to blame

Key Competencies:

• Needs to have access to home office and be able to travel between client locations
• Excellent problem-solving skills and solution-oriented
• Ability to travel up to 50% of the time, including out of the country.
• Basic to Intermediate Computer Proficiency in Excel, Word and PowerPoint.
• Ability to motivate others
• Strong ability to take initiative and ownership of projects
• 5+ years’ sales experience in Perfume, Beauty, or Service industry in retail environment
• Aptitude to develop strong relationships built on respect and trust
• Fluency in both English and Spanish
• Preferred: Bachelor's degree from four-year college or university
• Ability to multi-task, work independently and to react quickly with strong sense of urgency