Field Executive Sales Manager - Bobbi Brown - West Region

Description

 The Field Executive Sales Manager (FESM) is responsible for the delivery of retail sales and building relationships with direct pay teams by directly managing, educating, and developing talent capabilities of Field Executives and Partners, POS managers and teams. The FESM territories are comprised of FSS, Partner locations and Specialty Multi Channels. The FESM will spend  at least 60% of their time in store interacting with their Field Executives, retail teams as well as consumers to drive client acquisition, engagement, conversion, and execution of seasonal plans/promotional calendars. The FESM will assess and manage team performance and provide frequent, on- going feedback. FESM will partner with Education to ensure sales training, and service objectives are met with Excellence in Execution. The FESM should possess the ability to role model all behaviors. The must be an Enterpriser; create local plans and specific events to drive enthusiasm and engagement with the customer. Capture consumer insights by observing shopping patterns and competitive activity and use insights to create action plans. Drive client acquisition through outreach, client management, social influence, oversight of visual merchandising execution, and by building collaborative relationships. Drive conversion through coaching of the Field Executives reporting to them. Use entrepreneurial insight to drive creative solutions to increase sales performance, negotiating for needed resources to support promotional activities, create and oversee event execution, talent planning and schedule optimization.

Key Responsibilities

In-Store Performance

•        Consumer facing side-by-side selling/driving conversion.

•        Responsible for achievement of sales plan for each door within territory through influencing team in driving sales, excellent customer service and quantifying the team’s ability to meet and/or exceed sales goals. Support special event strategies in the planning and execution process.

•        Develop strategic plans by brand and retailer by leveraging marketing strategy to drive growth, gain shares and exceed sales plan.

•        Analyze the business and identify sales goals/targets to be set, proactively anticipate, and rectify obstacles to goal achievement using critical problem-solving skills.

•        Target specific KPI’s relevant to the business and strategize client engagement to attract, convert, and retain clients.

•        Proactively identify inventory/stock issues that may inhibit business.

      Consumer Experience & Brand Standards

• Proficiency in leveraging social & digital media to drive sales and consumer engagement conforming to brand guidelines.
• Drive brand education through partnership: ensure staff is well-versed in brand messaging, differentiation, and assortment.
• Help complete job orientations and provide thorough training in brand policies, practices and standards.
• Assist in ensuring the store environment is safe and that work practices are safe.
• Create feedback loopback to the brand: share feedback with central teams on local retailer execution, competition's products, service offering and activity; maintain in-depth knowledge of market trends, demographics and consumer needs/behaviors and reactions.

      Eventing and Activation

• Develop and support the execution of innovative in-store events. Use learnings to maximize the effectiveness of the market calendar, in partnership with retailers where applicable.
• Engage in store-level negotiations and coordinating store-generated events in a strategic and professional manner.
• Establishing strategic grassroots networking opportunities with external groups to drive foot traffic back into the store for store-generated events, with an emphasis on key DMA data to help target results.
• Influence retailers and mall partners to negotiate event space and opportunities.

Key Responsibilities Continued

      Coaching and Talent Development

• Develop teams through regular, quality store visits and one-on-ones with focus on achievement of sales and productivity goals and brand & sales objectives

• Deliver effective sales coaching on product knowledge, service experiences, artistry, selling and leadership skills: modeling, observing, and providing feedback to team and to retailer leadership, where applicable.
• Analyze and evaluate how the team is using training knowledge to drive sales and demonstrate the ability to identify top performers to develop future bench, as well as recognize and coach to opportunities for improvement.
• Conduct in-store, hands-on training, and sales support for the beauty team at Specialty Multi locations if applicable.
• Provide support to SM Coordinators where applicable.
• Recruit candidates for open roles and freelance roles; provide retailer with feedback on candidates identified by the retailer where applicable.
• Liaise with Talent Acquisition (TA) team on end-to-end talent acquisition process including utilizing technology to identify/select potential candidates.
• Support the onboarding, education and development of ELC direct pay and freelance teams, with ongoing people and performance management.
• Onboard new hires with systems training and secure necessary equipment for Field Executive job function.
• Maximize selling staff’s productivity through hour utilization, schedule optimization, and goal management in partnership with retailer.

Retailer Partnership and Influence

• Create and maintain strategic partnerships that align with brand and retailer strategy to drive growth and gain share, where applicable.
• Develop good working relationships with District Merchants, Cosmetics Department Managers and Store Management to recognize opportunities that are consistent with the company’s strategic direction.
• Create and maintain strategic partnerships with cross functional partners. Ensure clear communication to all partners.
• Champion collaboration with ELC partners in each market, identifying right-to-win moments for the company.

Qualifications

5 + years’ experience managing POS stores/counters/regions. Preferably in the Beauty industry.

Excellent communication skills, written and verbal.

Ensure delivery of overall sales plan by door/territory, having a solid understanding of sales, product knowledge, events, operations, retail culture and cosmetic industry, shares input on strategy and focused on execution.

Create and maintain strategic partnership with retailers, brands, COE functions and point of sale employees. Deep understanding of the retail market and current beauty trends and leverage those insights to drive sales. Ability to recruit, coach and develop Direct Pay staff as well as freelance to achieve goals.

Ability to see problems and develop action plans to get past them (inventory/stock issues, staff performance, turnover, logistical issues related to events, etc.)

Enthusiastic mentor and strategic thinker

Charismatic individual with strong negotiation and communication talents

Ability to work in a fast-paced collaborative environment with multi-unit management skills. Able to manage time and juggle multiple priorities.

Strong social media and digital engagement skills Proficient in Microsoft Office (Word, Excel, and Outlook)

Ability to work retail hours including days, nights, weekends, holidays, and special events based on the needs of the business. Must be able to be on the sales floor for length of shift.

Ability to lift at least 30lbs.

Create a climate of safety awareness, ensure safety standards are maintained consistently, and actively help prevent work- related incidents and illnesses.

Must have a valid driver’s license to operate ELC Fleet vehicle.