Director of North American Sales

Our client is a global luxury skincare company that is looking for a new Director of North American sales to oversee their wholesale business.

This role will lead both sell-in and sell-through on a national level.

Duties and Responsibilities Include :

1. Drive sales growth, increase market share and meet North American sales targets

• Optimize the execution of North American sales strategy to achieve Sell-In and Sell-Out targets
• Propose sales expansion plans at retailers’ doors across the North American region
• Define and manage the end-to-end customer journey delivered in all retail locations
• Negotiate yearly co-advertising plan per retailer
• Manage and mentor the National and Regional Sales Managers in North America
• Oversee and guide the National and Regional Sales Managers in the strategy and execution of their sell-out acceleration activities
• Hire, train and manage best-in-class Beauty Advisors for retail channels and manage coop agreements when relevant
• Ensure brand merchandising and grooming guidelines are implemented
• Monitor Beauty Advisor KPIs and metrics to ensure high standards of performance and ensure all targets are met
• Oversee retailer inventory levels and purchase orders on a weekly basis
• Track monthly non-sales value items per store
• Partner with operation teams to execute in-store counter development and builds
• Oversee organization of in-store shifts and coordinate salary and commission payments with HR
• Supervise discount and volume negotiations with retailers.

2. Business support functions

• Work closely with the North American Business Development Director to identify opportunities for new store locations
• Represent and advocate retailer needs with internal cross-functional partners in marketing, merchandising, and education
• Oversee execution of retailer assets, merchandising, promotional and launch calendars
• Perform administrative tasks as needed (tracking POs, budget update, etc.)
• Regularly meet with regional managers and local store managers and teams to present seasonal company updates and marketing activities.
• Set up new launches per retailer (New Line Forms and images for .com) to ensure launches are happening on time

3. Reporting & forecasting

• Consolidate regional forecast
• Collect weekly and monthly sell-out sales data per retailer by SKU
• Weekly reporting, including promotional activities and activations
• Track & analyze competitive promotions to establish learnings and better future planning.
• Share a quarterly recap highlighting achievements and areas for improvement
• Analyze and track sell-out trends across retailers, recap quarterly
• Weekly and monthly reporting on sales KPIs, Sell-in and Sell-Out reporting for beauty advisors
• Provide analytics and feedback on existing products and new products from retailers
• Maintain and improve data collection in-store and conduct monthly analysis on customer behaviour, demographics and purchase patterns.

4. Events

• Oversee retailer events together with Trade Marketing, National and Regional Mangers.
• Manage the allocation and prioritization of trade marketing budget across different countries and different retailers
• Manage the coordination / alignment between trade marketing manager and national sales managers
• Lead in-store and head office communications and execution for events
• Locally source key event components as needed and take care of team travel arrangements
• Act as Host for store-level or retailer-level events when needed
• Recommend event strategy based on retailer trends and guidelines

5. Training

• Collaborate with the Regional Sales Managers and the Global Training Executive.
• Host seasonal in-store training for intercell teams (create & translate materials in different languages)
• Report on competitive training programs in the field
• Execute new hire onboardings for store staff
• Recommend digital and print training materials needed, aid in distribution
• Plan and execute semestral team summits Perform other duties as assigned from time to time.

Education & Experience :

• Bachelor’s degree
• At least 7 years of experience in retail or sales roles involving working with high-end retailers
• Proven track record of success in meeting sell-out targets in the skin care industry

Skills & Requirements :

• Fluent in English. Any additional languages would be a plus
• Must have experience in both sell-in and sell-through
• Must have background working with luxury retailers and department stores such as Neiman Marcus, Saks, Bloomingdales, etc
• Experience managing 30mil + in business
• Entrepreneurial, results-oriented mindset with the ability to spot original opportunities and create strong partnerships
• Creative problem-solving skills, proven ability to analyze and consolidate large volumes of data, develop a fact-based point of view, and communicate it effectively
• Strong organizational skills keen attention to detail, and follow-up skills
• Strong presentation skills with both internal teams as well as external organizations
• Ability to work independently within a rigorous deadline schedule, multitask, and prioritize
• Ability to function, adapt, and be flexible in a fast-paced, rapidly changing environment
• Training experience would be a plus
30+ days ago