Senior Area Sales Manager, Travel Retail Americas

Your Dreams, Our Future.

Join the dynamic and diverse team at Shiseido, a subsidiary of the world-renowned Shiseido Company Limited. Be a part of a portfolio of prestige beauty brands which includes Clé de Peau Beauté, Drunk Elephant, Dr. Dennis Gross Skincare, NARS, SHISEIDO and several prestige fragrance brands including Issey Miyake, Narciso Rodriguez and Tory Burch. At Shiseido we value and celebrate human diversity, with a rich tapestry of employees from all backgrounds and experiences. Be inspired by the array of skills, knowledge, and integrity of your colleagues, and join our driving force as Shiseido continues its pursuit of beauty innovations for a better world. 

At Shiseido, we focus on our people. We strive to foster a collaborative workplace culture where creative thinking, inclusivity and unique diverse perspectives are celebrated in order to drive success for both our employees and the company as a whole. By prioritizing our team and promoting an open-minded environment, we push the boundaries of what's possible and bring new ideas to life. 

JOB SUMMARY

The Senior Area Sales Manager serves as the primary commercial lead for assigned Travel Retail accounts, responsible for accelerating revenue growth, expanding market share, and delivering annual sales and profitability targets. Through strategic account management and collaborative business planning, this role builds long-term partnerships with key retailers, identifies new business opportunities, and drives the execution of commercial and brand strategies across the region.Working closely with internal stakeholders and external partners, the Key Account Manager oversees forecasting, budget management, promotional planning, and performance analysis to ensure the successful achievement of business objectives. The role also leads field execution through Retail Managers, ensuring exceptional in-store presentation, brand compliance, and customer experience standards.This position requires a highly commercial, results-driven professional with strong relationship-management, negotiation, and analytical skills. 

WHAT YOU WILL DO 

Business Development & Account Management

• Execute long-term business strategies utilizing a multi-brand approach, key account management, and relevant commercial and marketing initiatives to expand Shiseido Group market share across the Americas.
• Manage client P&L performance and business profitability.
• Drive sell-out performance and achieve sell-in plans and budgets for assigned Travel Retail accounts.
• Maintain and update sales forecasts based on market trends and business performance.
• Involved in the negotiation of margins and brand placement.
• Develop promotional strategies and action plans to strengthen retailer partnerships and support business objectives.
• Monitor competitor performance, promotional activities, incentive programs, and market developments, providing recommendations and feedback to Head Office.
• In charge of sales results analysis, product assortments, and product mix for respective retailers to achieve sales targets.
• Support pricing strategies for each account in alignment with brand retailer guidelines.
• Oversee alignment with brand guidelines, and monitor that merchandising, assortments and planograms are respected across the different locations
• Lead, coach, and develop Retail Managers and Area Sales Managers to support business objectives and retail excellence.

Business Agreements & Client Relations

• Present business and sales strategies to clients.
• Negotiate and secure client agreement on business objectives and action plans.
• Obtain client approval and sign-off on applicable commercial terms and conditions.
• Ensure compliance with brand agreements and retailer commitments.
• Organize and participate in client visits and business reviews.
• Identify opportunities to enhance brand visibility at the point of sale.
• Negotiate additional temporary or permanent retail space to support brand growth.
• Monitor inventory levels and stock availability by retailer.
• Lead external strategy meetings with retailers and internal business reviews with senior management and brand teams.

Sales Leadership

• Present products to customers at each cycle
• Selects adequate visual tools to present products to customers (book, PowerPoint presentations, samples...)
• Gain customer commitment and approval for action plans supporting overall sales objectives.

Reporting & Business Communication

• Prepare and submit required reporting per client, on product placement.
• Lead market research and competitive analysis; share findings with Marketing and relevant stakeholders.
• Gather and communicate information regarding distribution, market developments, and business opportunities within the region.
• Communicate local operations and/or negotiated franchises

WHO YOU ARE 

• Bachelor's degree in Business Administration or a related field; Master's degree preferred.
• Minimum of 8-10 years of relevant experience with a demonstrated track record in sales.
• Previous experience in the cosmetics, beauty, luxury, or Travel Retail industry is preferred.
• Strong entrepreneurial mindset with a high level of ownership and accountability.
• Excellent communication and interpersonal skills, with the ability to work effectively across diverse cultures.
• Strong negotiation and leadership skills.
• Excellent analytical and organizational abilities with strong attention to detail.
• Ability to prioritize responsibilities, work independently, and perform effectively under pressure.
• Strong verbal and written communication skills in English and Spanish; Portuguese is a plus.
• Advanced proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
• Ability to travel frequently (approximately 40–50%).

If this sounds like you, we want you on our team.  Apply today and let's create something beautiful!

You may be asked to perform other duties needed to help drive to our vision, fulfill our mission and abide by our organization’s values.

What We Can Offer You 

At Shiseido, our pride extends beyond our rich legacy to our passionate and talented team that brings it to life every day. We recognize that without our people, innovation would not be possible. That's why we go above and beyond with our comprehensive benefits program to recognize our employees. With an array of options designed to give our employees peace of mind, our perks & benefits program is more than just a perk – it's an investment in our people's futures. Whether you're looking for comprehensive health coverage, retirement savings, or paid time off, our benefits have you covered! Check out a list of our Benefits and Perks offerings: 

• Medical, Dental, & Vision Insurance 
• Life and Disability Insurance
• Paid Time Off
• Paid Volunteer Days 
• Paid Company Holidays 
• Paid Parental Leave
• 401K with Company Match
• Talent Development & Learning Programs
• Internal & International Mobility
• Product Discounts & Annual Gratis
• Employee Led Affinity Groups 

The base pay for this position may vary based on geographic location. Actual base pay offered will be based on several factors including job-specific knowledge, education, skills, and depth of experience. In addition to base pay, we may offer additional forms of compensation as components of a total compensation package, including participation in our bonus program which features the ability to overachieve, in addition to a full range of competitive benefits.

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