National Sales Manager

The National Sales Manager will execute best practices for the retail and wholesale channel driving Key Account management with retail partners across omni-channel. The role will implement commercial plans developed by Brands and deliver sales targets.

The National Sales Manager is expected to lead the Commercial team and its field force including sales force management and commercial coaching. This role will support digital education delivery including commercial social selling and sales coaching.

Key Roles and Responsibilities

Responsible for achieving Retail Sales and operational efficiencies across all relevant doors and Brands within a given cluster overseeing ACE deliverables and accountabilities.

• Lead the ACE team to drive retail sales and team engagement exceeding targets and achieving business growth while managing people and resources for operational efficiency.
• Build and nurture relationships with store management across all retailers within the relevant cluster/doors.
• Work closely with Brand and Education teams to reinforce and embed key digital education (brand and commercial) in the field. Own commercial education requirements and cascade for relevant Brands (e.g. productivity at the door social activations).
• Collaborate with Key Account Management to support channel-specific operational outcomes.
• Ensure cross-brand collaboration and uphold a cluster/corporate view within the relevant area/Brands.

Team & In-Store Leadership (50%)

• Coach and develop the ACE team in all matters pertaining to their roles and in-store activities including:
  • Ensuring team members service territory/area requirements per channel call cycle and in line with store volume and area priorities.
  • Ensuring the ACE team is aware of upcoming activities digital engagement and learning marketing support and sales support.
  • Receiving and communicating team feedback on promotional mechanics store activities and competitor activities providing insights to fuel actions.
• Lead leadership development and programs.
• Induct new ACEs Managers and retail staff on sales and service skills:
  • Oversee and participate in succession plans.
  • Manage staffing issues; create and implement coaching plans for each store and ACE.
  • Conduct six-monthly performance reviews for the team including feedback for Brand/Commercial Education Managers.
• Lead by example via counter coachingwork alongside ACEs and key counter teams to provide ongoing education (service and selling skills) and reinforce KPIs.
• Review business monthly including each brand and store and marketing campaigns; provide feedback to Brand teams where appropriate.
• Drive recruitment and performance development with HR support in accordance with recruitment guidelines.
• Assist in setting up promotional sites and new counters.
• Attend Brand Education training sessions and drive participation in e-learning and remote connections within the cluster/across all brands.
• Provide support advice and direction to Retail/Counter Managers on team development using the most updated data and results.
• Develop strategies and incentives to increase the customer base nationally.
• Source business-building opportunities and extend corporate schemes to local businesses.

Brand & Store Leadership (50%)

• Collaborate with ACEs to develop weekly and monthly targets (quantitative and qualitative) and action plans.
• Drive retail sales service and marketing activities in line with Brand strategy including partnering with Brand/Online teams on omnichannel initiatives.
• Develop and maintain retailer relationships.
• Identify and validate new and non-viable distribution opportunities for Brands; oversee effective execution of strategic business plans within Brands/Brand clusters to encourage growth and increase market share.
• Maintain strong relationships with Brand Management regarding profile and marketing; implement strategic plans and manage business with focus on top/key doors as priority.
• Ensure tools of trade and company resources are managed effectively and efficiently; implement initiatives to improve operational effectiveness.
• Prepare and update sales target achievement key business issues opportunities and education plans for review and discussion.
• Maintain ongoing awareness of Brand performance in each door versus competition; plan and implement improvements and recommendations.
• Conduct monthly management meetings and participate in training seminars.
• Review module and category mix every three months based on POS sell-through units to maintain healthy counter inventory.
• Ensure Brands adhere to best-practice stock management disciplines including return authorizations tester orders and inventory levels.

Additional Job Specifications

• Knowledge and experience in the cosmetics industry is an advantage.
• Exceptional communication skills (internal and external customers); able to communicate with all levels of the organization.
• Ability to motivate people instill collaborative teamwork and manage stakeholders.
• Solid understanding of retail operations management.
• Significant time dedicated to managing people needs concerns behaviors expectations and conflicts.
• Minimum 50% of time spent at stores including meetings with retailers.
• Lead retail and sales business meetings to encourage passion and drive on teams.
• Lead performance reporting/presentations to management as required.
• Proficient in Microsoft Word Excel and PowerPoint.
• Effectively use digital/virtual tools such as email and other channels to communicate where appropriate.
• Effectively manage administrative tasks while ensuring key focus remains on people and performance resulting in achievement of targets.
• Thorough understanding of local consumer behaviors and preferences in the digital/social space.
• Stay on top of brands key attributes as seen by consumers bloggers and influencers; stay up to date with digital/social marketing trends and competitor activity.
• Understand brands channel dynamics and how consumers experience the brand.