Area Sales Manager

Date:  May 31, 2022
Location:  Miami
Company:  Shiseido
Country/Region:  US
Custom Field 4:  Employee (Permanent)
Company:  Shiseido

Job Summary:

As a key member of the team, the Area Sales Manager shall actively develop the business in her/his assigned region. The candidate will be responsible for managing the accounts within the region, visiting points of sale to ensure that commercial and marketing policies are being respected. She/he will also manage retail managers and oversee counter operations and promotions for the assigned brand and Travel Retail doors.


Primary Duties & Responsibilities:


  • Executes long-term strategy using multi-brand approach, key account management and relevant marketing / commercial levers to expand Shiseido Group market share in The Americas.
  • Manage clients’ PNL
  • Responsible for the retail sales figures (Sell-out) and Plan/Budgets (Sell-in) for respective travel retail accounts as well as the update of forecasts based on sales trends.
  • Involved in the negotiation of margins and brands’ placement.
  • Formulate promotion strategies and action plans to maintain strong relationship with travel retailers through good communication.
  • Keep abreast of the competitors’ performance, promotional mechanics, incentive programs and other activities to be able to provide counter actions and relevant feedback to Head Office.
  • In charge of sales results analysis, product assortments, product mix for respective retailers to achieve retail sales targets.
  • Participate in pricing strategy for each account in line with brand retailer guidelines.
  • Regularly review of the counter inventory level ensuring out-of-stocks/low stocks item, or slow-moving items are identified.
  • Ensure brand image aligns to brand guidelines and monitor that merchandising, assortments and planograms are respected in the different locations.
  • Lead manage and coach direct reports and foster teamwork and partnerships among Beauty Consultants (BCs).
  • Conduct regular sales and business reviews to evaluate BC performance & productivity.
  • Work closely with various internal departments to meet the needs of the retailers and to ensure the smooth running of the accounts.


Negotiate and obtain client ratification of business agreements

  • Present the sales strategy to the client
  • Negotiate and get customer approval on business objectives
  • Obtain client sign-off on general terms of sale
  • Ensure respect for the agreements (market shares...) from the brands
  • Organize client visits
  • Identify the elements of point-of-sale to add to the shelf displays in order to increase our visibility
  • Negotiate additional temporary or permanent space
  • Guarantee sufficient inventory levels
  • Negotiate local operations and/or self-managed


Lead sales activity

  • Present the products to customers at each cycle
  • Select adequate visual tools to present the products to customers (book, PowerPoint presentations, samples...)
  • Present sales point to show off products’ best advantage
  • Obtain customer approval concerning the action plans linked to the sales strategy


Communicate information regarding the business area (sales forecasts, orders, billing, contracts)

  • Report each week and each cycle, for invoiced clients, on product placement (sales split by customer)
  • Report the product shelf positioning on the merchandising is once per cycle
  • Leads specific market research and analysis to be shared with marketing (product lines, prices, product...)
  • Back up information relating to distribution in the sector
  • Communicate local operations and/or negotiated franchises


Miscellaneous/Ad Hoc

  • Other duties as assigned


Working Relationships/Key Stakeholders:

  • Marketing Team
  • Finance Team
  • Merchandising Team
  • Clients


Financial Accountability:

  • Media Budget
  • Travel Budget
  • Advertisement Budget
  • Merchandising Budget


Qualifications & Competencies:

  • Bachelor’s Degree in business administration or related field; master’s degree preferred
  • At least 3-5 years of relevant working experience with proven sales record.
  • Prior experience in sales either in Cosmetics industry, or in Travel Retail will have an advantage.
  • Entrepreneur spirit and sense of ownership: mature, independent, responsible and a strong team player.
  • Good communication skills and highly adaptable to different cultures.
  • Negotiation skills and team leader experience.
  • Strong analytical and organizational skills with attention to details.
  • Able to prioritize numerous tasks and work under pressure and within deadlines.
  • Strong command of oral and written communication skills in English and Spanish (Portuguese, a plus).
  • Strong Microsoft Office skills especially Excel and PowerPoint.
  • Frequent travelling is required (approximately 40%).


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.

Nearest Major Market: Miami

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