Executive Director, U.S. Field Sales- NARS

Date:  Jun 27, 2022
Location:  Field
Company:  Shiseido
Country/Region:  US
Custom Field 4:  Employee (Permanent)
Company:  Shiseido

Job Summary:

The Executive Director, Field Sales will provide leadership in driving sales and developing high performing field teams. This position will lead the Regional Sales Directors and their teams to strategically plan and execute sales strategies in conjunction with corporate and retail partners. The ED will establish and maintain strong working relationships with internal and external partners to drive sales and increase in-store opportunities and positioning.

Primary Duties & Responsibilities:

  • Lead and manage the Regional Sales Directors by giving clear goals and feedback in order to achieve retail sales plans and foster a culture of accountability with their teams.
  • Work in partnership with VP, US Sales to create strategies to ensure achievement of retail sales plans by building brand and category growth and developing and motivating the field teams.
  • Identify and share best practices between all teams within the US.
  • Oversee and provide leadership to the field team, while ensuring channel strategies are successfully executed.
  • Create and initiate best in class customer service within the field team in order to build brand love with retailer staff and customers.
  • Work in conjunction with retailer sales leadership teams to create strategies to drive sales through new product launches, promotions and events.
  • Have in-depth knowledge of the various US competitors to determine the greatest avenues to support business growth.
  • Accountable for the establishment and achievement of annual, monthly and weekly sales objectives in coordination with the overall business plan.
  • Work with RSD’s to positively impact the performance of the AE’s, SAM’s, RMEA’s, Lead Trainers and Senior Makeup Artists by implementing support tools, productivity initiatives, and account and territory planning methodologies.
  • Create and maintain strong business relationships with all internal cross-functional partners.
  • Provide ongoing performance management, developing the team through coaching, mentoring, on-the-job development, and seizing other appropriate developmental opportunities. 
  • Lead market tours to evaluate business needs and assess the level of impact of current strategies.
  • Communicate strategy and sales goal information to field team.
  • Ensure brand integrity maintained in all locations.
  • Strategize territory team opportunities to maximize revenue and minimize costs.
  • Adapt by-account retail sales strategies according to changing market trends.

Working Relationships/Key Stakeholders:

  • Collaborate with Key Account leads on retail sales projections, retailer in-store promotions, events, and sales strategies.
  • Partner with Education team to develop/identify training solutions including review and customization of training presentations and materials to field teams.
  • Communicate with marketing team regarding brand integrity and presentation in brick and mortar locations, including disclosing visual merchandising issues and opportunities.
  • Work with finance/ops team on revision/maintenance of freelance budget in order to maximize company’s profitability.

Financial Accountability:

  • Achievement of retail sales plans across all designated accounts
  • Responsible for field budgets and ROI management.

Qualifications & Competencies:

  • Bachelors’ Degree preferred
  • 10 years sales, field sales, brand or merchant experience
  • 5-10 years of experience managing people with the ability to effectively lead and develop diverse, results-oriented teams
  • Consistently display high energy. 
  • Diplomatic and able to communicate a clear and concise, fact-based position
  • Experience within the wholesale retail environment, specific to cosmetics
  • Ability to create and analyze business strategies
  • Ability to listen to and understand the needs of the customer, translating those needs into strategic direction
  • Ability to work collaboratively and build positive/effective business partnerships
  • Ability to interact with all levels of management in a fast-paced, high-growth, changing environment
  • Must have outstanding interpersonal and communication skills, both verbal and written
  • Effective planning, organizational and time management skills


Shiseido is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender identity, religion, sex, age, national origin, disability, veteran status, sexual orientation, genetic information or any other classification protected by Federal, State or Local law

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