AREA SALES EXECUTIVE

Position

Job Summary:

The Area Sales Executive is responsible for the profitability and growth of the perfume business for the Travel Retail accounts and markets in the assigned region. This position provides strategic, hands-on leadership for sales and marketing while building the brand and image of Bulgari. Moreover she/ he must own their clients and POS and ensure the brand looks at its best, following and complying with all the marketing guidelines. In addition, he/she will enhance selling and drive incremental opportunities, including but not limited to recruitment, coaching, training, event execution, and key moment selling in the Travel Retail and Duty-Free markets. She / He will assume full responsibility in terms of BA’s and Freelancers performance, in addition to building strong relationships and partnerships with Retailers, within the assigned Trade Market This role will act under the direct supervision of the Travel Retail Director.

Job responsibilities

Account Management:

• Ensure the achievement of sales targets Sell in and sell out working closely with retailers

• Drive business development with the retail/ POS teams (Client Advisors, Regional client and airport stakeholders).

• P&L responsibility: turnover, OPEX effective management (staffing & incentives, discounts, operating profit for key accounts

• Analyze sell-in, sell-out and stock data of each door/partner to make strategic adjustments and improve sales. Monitor discontinued references, create exit strategies (incentives/promotions) for depletion, and ensure suggested price strategy is implemented at each POS. Manage stock and flow of Free of Charge items such as testers and GWP (gift with purchase) to optimize sell out. Analyze performance of promotions/events and present results to marketing and management teams

• Responsible for all sales budgets, support budgets, budget planning and budget revisions Leverage marketing calendars, new product launches, storewide promotions, Holiday intensification plans, anniversary plans, and competitive activity

• Accountable for Product forecasting for baseline and novelties with quarterly revisions to adjust when needed

• Proactively explore new growth and business opportunities to further drive the perfume business Effectively manages and maximizes OPEX for Staffing, incentives

• Monitor and manage the collateral allocations and the follow of product to stores

• On-time PO creation in Ivalua and ensures follow up with client’s - prompt invoices receipts Become a key actor and manage relationships with other departments to accomplish business goals – Marketing, Training, Supply Chain and Finance, among others

• Develop strong professional relationships and lead account strategy with key accounts, be their privileged business partner (annual negotiations of margin, space, stores visibility, market share, animation plans, category management projects, forecasting sales plan.

• Gather, analyze and coordinate information and tools available (ex. Market data, media plans, passengers’ traffic, consumer behavior in key regions...etc.) to become an expert on the geographical zone

• In charge of commercial negotiations with clients: margin, spaces, promotions, listing of new products, prices, etc. Manage contract negations and renewals for TR accounts. Ensure Catalogue updates in clients with no misalignment

• Manage and control a travel budge

Leading and Coaching:

• Recruit, manage, train, develop, schedule Brand’s Client Advisors or other commissioned sales staff, establishing monthly goals and objectives in line with Brand / distribution channel strategy. Ensure staff appearance guidelines are followed.

• Coach, develop and motivate selling teams on a weekly and monthly basis, to meet/exceed sales plans

• Perfectly execute corporate by-door scheduling guidance & retail sales expectations

• Weekly: Monitor Selling Team schedule adherence, productivity, and ROI effectiveness
• Monthly: Leverage data to actively coach & monitor underperformers, celebrate top performers, and capture learnings to share with Regional Manager

Retail Excellence & Maximize In-Store Opportunities

• Ensure and Maintain Brand Presentation and Retail Excellence in multiple channels such as airports, landed DF shops, Cruise Ships on our counters and off counters, planning and executing the brand promotional activities both locally and regionally.

 

Profile

Key Competencies:

• 5+ years’ sales experience in Perfume, Beauty, or Service industry in retail environment, preferably in Travel Retail

• Account management and or/buying experience

• Demonstrated negotiation skills and robust analytical skills Strong excel and power point skills are mandatory, word proficiency

• Strong ability to take initiative and ownership of projects

• Ability to propose new ideas and lead them to completion in collaboration with Area Sales Manager

• Ability to train, motivate others and manage teams Strong selling skills Entrepreneurial: dynamic, independent, leadership skills Excellent problem-solving skills and solution-oriented Ability to multi-task and work independently

• Agility and ability to react quickly with strong sense of urgency Aptitude to develop strong relationships built on respect and trust

• Strong administrative and organizational skills

• Fluent in Spanish, English is a plus