AdressePOSITION SUMMARY
As the Sales & Education Director, you will be responsible for the total management of brand Retail & NET sales, including achievements of all targets by leading National Field Sales Manager and the Sales Strategy by retail group through Managing, coaching and development of the Senior National Account Managers, National Account Executive and Business Analyst.
The Sales & Education Director will also lead Education Manager aligning on strategic priorities, ensuring the highest standards of customer service and experience excellence across the Brand.
Plus, partnering with the E-commerce and Marketing and Consumer Engagement Director to drive holistic brand sales.
WHAT THIS ROLE DOES
- Achievement of the brand retail, Experience, NET and NOP objectives, through the implementation of a brand strategy to achieve sales targets and drive profitable sales.
- Maximise Brand sales through accurate product allocation, working with Demand Planning and Marketing teams post forecasting alignment.
- Develop talent and capability within the total sales & education team though the implementation of a robust development and succession planning strategy.
- Delivery of the Gross and net Sales target and P and L Management of profitable Sales in all channels
- Ensure strong and collaborative relationships are achieved with all retailer partners
Expectations and Responsibilities of a Sales & Education Director – Partnerships
- Lead in partnership Senior National Account Manager and National sales manager to develop strong retailer strategies for each store group and the execution of these in store.
- Also working with the above on evolving productivity levels on staffing options mono and multi branded with strong intel on performance.
- Work collaboratively with the Business manager, Senior National Account Manager and Business Analyst on the implementation of best practices and policies/procedures across the business.
- Close collaborative relationship with the Online and Marketing Directors, providing qualitative feedback on launches, Visual Merchandising and Events.
- Development of all Commercial innovation plans for retail partners and the negotiation and execution by group
Expectations and Responsibilities of a National Sales Director – Business
Sales
- Utilise information systems for the purpose of reviewing and analysing retail and corporate sales performance with a view to identifying opportunities to drive retail /net sales and productivity.
- Plan holistic brand targets across Sales & Education team and cross functions
- Achievement of all Retail/Experience/ Gross/net and NOP targets for the brand
- Develop a strategic fiscal sales plan for each National Account Group /Online Channel by working with Online Director & National Sales Manager
- Agree sales targets with General Manger/Vice President and take the necessary steps to ensure achievement of brand retail and net goals.
- Manage Demo & Commission cost inline with business and Budget needs.
- Drives Creativity and innovation within total team to identify and implement new initiatives to drive business.
Commercial
- Closely work with the Senior National Account Manager, Corporate Supply and Demand planners to ensure all National Account groups /online always have adequate stock levels and strive to keep weeks cover at the required level, supporting the war on waste, with strong excess depletion plans
- Must have the ability to create, adapt and present with an innovative mindset, build, and execute strategy.
- The strategy must be aligned to the Global brand and overall regional vision, to put winning market share and the consumer at the heart.
- Establish and utilise sales information systems/resources (HO, Field and store ) to ensure the highest level of market intelligence and competitor awareness.
- Monitor and control budget expenses within company guidelines. To prepare sales & education budgets and to control agreed brand expenditure as set by the VPGM
- Ensure all retail groups portray the highest standards visual merchandising to support brand positioning, working with Store design on CAPEX budgets and refurbishment schedules.
Education
- Shape and regionalise Education Strategy with National Education manager aligned with sales priorities and brand strategy
- Define the Education Curriculum with both global and local in person training
- Ensure digital experience and physical are harnessed with assisted and unassisted experience to develop an ever evolving consumer experience
- Inspire Pro Team as micro influencers within the brand to deliver individual success and collective across all functions
- An always on retail talent strategy required with National Education Manager to attract and retain the best talent.
- Support National Education Manager to design and develop inspirational product, Experience and sales learning programmes aligned with Marketing / campaign plans
Retailers
- Build collaborative relationships with retail partners, ensuring they are supported by the brand to achieve holistic sales and unlock new opportunities to win together.
- Regular business reviews required for key retailers to discuss performance and opportunity to gain retailer ranking, whilst always ensuring brand equity is at the heart.
- Partner closely with Marketing Director to ensure each half relevant retailer strategy meetings are engaging with retailer differentiation alignment.
Team
- Support the brand team in all high-level business meetings.
- Develop induction programmes for new Managers/Executives, that clearly highlights talent and developmental capability of each team member whilst supporting their future progression within the brand and wider corporation. This requires commitment from each team member to strive for excellence in execution of their work. This is achieved by being led with drive, inspiration and effective leadership and communicative skills from the Sales & Education Director.
- Quarterly and annual business reviews and PDP reviews to further support the achievement of the brand and the teams personal career development
- Connect, engage, and inspire team through monthly meetings with Retail, Commercial and Education, with clear expectations and cascade and update on progress of brand strategy and share best practices.
- Preparation and participation in Global meetings – Quarterly Business reviews/IBP/Budget meetings /Estimate calls
- Attend ELC internal meetings as required – Multi brand/retailer meetings /Strategy etc
Qualifications
WHAT YOU WILL NEED TO BE SUCCESFUL IN THIS ROLE
As a Sales & Education Director, you will have the following skills and mindset to fulfil the role and lead the sales and Education team:
- An innovative, connected and engaged mindset to evolve with the ever-changing retail distribution, consumer and product landscape.
- You have the capabilities and resiliency to operate and thrive in challenging and changing environments with overall positivity and agility.
- You have experience in driving holistic OMNI channel business with an adaptable and agile approach to be both reactive from Sales Insights and pro-active in predicting future trends.
- Be able to define Education Strategy to connect a full 360 consumer journey inspiring best in class experience.
- You have a consumer and team centric approach.
COMPENSATION AND BENEFITS
- Hybrid Working (2 days WFH, 3 days office based)
- Generous Bonus Opportunity that usually performs ahead of target
- 25 Days Annual Leave (exc. Bank Holidays) that increases with length of service up to 29 days.
- 1 additional day of Annual Leave to celebrate your birthday
- Holiday Purchase scheme that enables you to get five additional days
- Summer Fridays for five months of the year
- Market leading Family Leave provisions
- Generous Staff Discount & Credit
- Benefits platform with exclusive discounts and offers
- Mental Health Wellbeing Provisions (Unmind App and Employee Assistant Programme)
Job: Sales
Primary Location: GB-ENG-London
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 2319191
Estee Lauder Companies is an equal opportunities employer. We positively encourage applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.
