Regional Sales Manager - Retail and E-Commerce - Beauty Distribution

OBJECTIVE/ PURPOSE OF THE JOB:

The main objective of this role ensures the Division’s Top Line Sales are achieved in addition to maximizing B2B sales within both Retail and Professional Channels per Brand and per Country within the Beauty Division. Reaching monthly, bi-annual and annual sales budgets and door targets and achievement of your KPI’s and the Divisional Financial Objectives.

KEY RESPONSIBILITIES:

• Generation of high sales leads for the Sales Division of the business
• Penetrate distribution channels required for each brand, considering brands’ USPs, commercial policy, pricing policy and competition
• Maximize sales for each brand in your designated channels and achievement of overall Brand Targets each month
• Set Sales Strategy per category/per Brand for your respective Channels in-line with HOD directives
• Targeted Business Development for Accounts, which will involve but not limited to continued Cold Calling and Field Based Visitations of both Individual and Corporate Groups in Strategic Locations
• Responsible for heading up expansion into new markets within your designated channels as well as continued expansion among existing clients
• Creating, negotiating and closing commercial agreements
• Account Management for existing Channels
• Identifying opportunities for upselling and link-selling within existing customer base
• Opening new doors whilst Identifying revenue increasing opportunities whilst achieving Monthly Door Targets
• Daily market visits to ensure brands are well represented
• Visit key accounts regularly to build and maintain strong relationships
• Arrange visits to potential business clients, establishing new relationships and maximizing turnovers within existing clients
• Conducting presentations to potential business clients and conducting short-term Training when required
• Ensure implementation of products merchandising guidelines in your respective channels, collaborate with Marketing Department on implementation and execution of such standards
• Implementing sales promotions and special sales offers/campaigns whenever required to drive sales and turn around stocks
• Develop sales strategies for each brand to improve market share in all product lines and collaborate with Marketing Manager and Division Manager whenever required
• Interpret short-and long-term effects on sales strategies in operating profit
• Facilitates the achievement of short term and medium-term strategic goals of the division
• Possess detailed knowledge of each brand: positioning, commercial policy, annual sales commitments, ingredients of the products, benefits, knowledge of retail products, and general knowledge of professional products and treatment procedures
• Recruitment and hiring of Sales Executives, Promotors and BA’s. (if and when applicable)
• Day to day management of team; Sales Executives and Promoters/BA’s (if applicable)
• Drive Team Performance whilst achieving personal Sales and Door Targets
• Maximizing Sales and Profitability
• Stock Management and Ordering at Spa Level
• Stock Management and Supplier Orders
• Addressing client and team issues
• Monitor Client Collections
• Ensure timely payments from all clients under your respective channel
• Monitoring and Restricting dispatch of goods for bad debtors
• Responsible for debt recovery and provides support to accounting team for reconciliations
• Resolving any collection issues on behalf of the Sales Division, whilst retaining good relationships with clients
• Provides insights from knowledge acquired through multiple data sources such as Essbase, EPOS, Market reports (AC Nielson) to ensure forecast accuracy, ROI and devising key account plans and distribution.
• Conducting research on competition, its pricing and distribution channels, marketing strategy, market success/market share and share/exchange research data with Marketing Team for compiling a Research Report
• Identify Product demands in the market and report to HOD
• Research on potential distribution channels for each brand in the market
• Work with Marketing Team to deliver improvements in brand engagement across various doors
• Liaises with the Marketing team to ensure trade marketing plans and budgets are adhered to
• Work with Marketing on animation plans for key accounts
• Giving feedback on success of sales promotions and activities
• Responsible for securing merchandising opportunities with each client and implementing them in line with brand standards
• Uses creativity in improving brand visibility and off take within all trade segments
• Participating in brand presentations and demonstrations at beauty exhibitions and media events
• Organizing and participating in new brand launches, masterclasses, and consumer events
• Develop ideas for new revenue generation opportunities within the Spa segment.
• Monitor performance of each brand: market awareness, product knowledge by sales staff within your channels, sales figures, ROI and taking actions on suggesting required steps for improvements
• Identify training and marketing needs for individual accounts
• Monitor your own performance to ensure sales targets, door targets, qualitative and quantitative targets are achieved
• Design incentive scheme for your respective channels’ personnel
• Monitor market trends and identifying gaps in the market in terms of brands, products, concepts.
• Analyze market trends to provide inputs for new agency evaluations.
• Liaise with Logistics (Warehouse) Department to ensure invoicing, clearing and Orders are delivered in timely manner.
• Define product assortment for key accounts per door
• Address stock listing, availability, visibility and expiry issues within prescribed guidelines for both Clients and Suppliers
• Responsible for stock rotation
• Interfacing with both Clients and Suppliers for annual budgeting and sales forecasting
• Weekly Reports – Planned and Executed Visits, Sales per Client, Sales per Brand, New Door Openings and Actual achievements verse Targets in relation to your monthly KPI’s and Minimum Targets for New Doors and Minimum Sales
• Monthly Report - Door Summary, Brand Sales, Client Sales, Sell-In Projections
• Prospective Client Reach, Prospective Clients, Client Acquisition Rates, Existing Client Engagement, Upsell/Cross-Sell Rates, Net Promoter Score (NSP), System Touch Points, FOC Breakdown (%), Return Rate, Market Expansion, Strategic Positioning, Short-Expiry Stocks Liquidation, Stock Management, Stock Management and Ordering, SKU Review
• Consignment Stock Count Report for brands on consignment with B2B clients
• Bi-Annual Reports – Business plan per channel and per brand, sales promotions/offers/campaigns, events. Work in collaboration with Marketing Team whenever required

JOB REQUIREMENT:

• Degree in Beauty Therapy or related discipline (Psychology, Business Management, Hospitality). Degree must be obtained from a reputable institution and study period should be not less than 2 years full-time).
• A minimum of 5-7 years of relevant B2B Sales Experience in the Beauty Industry is a must.
• A minimum of 3-5 years’ B2B Sales Experience in the Beauty Industry within the Gulf Countries (GCC) in at least 2-3 key markets (UAE and/or KSA).
• Fluency in English is a must.
• Arabic, French or Russian would be a plus
• Advanced knowledge in MS Office including Word, Excel and PPT
• Must hold a valid Driver's License
• Valid GCC Light Vehicle Driver’s License is a plus