Sales Director

Title: Sales Director
Company Description: Fragrance Company
Location: Remote (East Coast highly preferred) 
Salary: $150,000 – $185,000
*Salary is commensurate with experience and is an estimated range provided by JBC.

DIRECTOR, US SALES

Overview

The Director, US Sales is responsible for proactively managing and growing the US wholesale accounts including Bluemercury, Goop, Saks and Violet Grey, among others. Near-term focus will be on driving sell-through within existing accounts as well as new account openings both in traditional retailers, as well as curated independent accounts where the brand is uniquely positioned to standout for it is wellness benefits. The Director, US Sales will work closely with retailers to develop and execute business plans that deliver on the Company’s commercial targets.

The priorities for this role include:

· Strategic Planning

· Sales Growth

· Account Management

Key Activities

Strategic Planning & Sales Delivery:

· Create and implement growth strategy for each account.

· Develop store sales targets and manage planning/executing of in-store events and sales building activities to achieve sell-through targets.

· Manage account-level P&Ls, ensuring sustainable growth is achieved in a way that is aligned with the brand’s business goals.

· Collaborate with Marketing to develop in-store and digital marketing plans that are aligned with retailer activity calendars and managing overall retail promotional strategy.

· Identify sales growth opportunities and facilitate expansion into new accounts.

· Plan the sales demand and work closely with supply chain to forecast customer volumes for core products and new product launches.

· Monitor account inventory levels to ensure minimum risk to out of stocks.

· Analyze impact of paid programming including COOP advertising, GWPs, sampling, etc.

Account Management:

· Build strong working relationships across wholesale accounts.

· Conduct effective customer negotiations of portfolio, promotional calendars, investment levels, and trading terms including all contractual agreements.

· Manage day-to-day contact and regular account field visits both to customer’s offices and retail sales locations. Approximately 20%-30% of the time will require travelling for meetings as well as market visits.

· Manage contractors and outsourced field sales agency to deliver excellent store execution through well planogramed store fixtures, performing assortments and quality brand representation. Work with customers to maximize the brand’s space opportunity.

· Maintain a routine, disciplined and hands on approach to being physically present within customer’s business and help to build grass level relationships (store manager/assistant manager level).

· Manage administration related to wholesale accounts inclusive of order and inventory management, sample/GWP management, planogram execution, merchandising requirements, new item set up, etc.

Market Insights:

· Conduct regular analysis of competitor activity, customer sales data, measurement and evaluation of key promotional activities.

· Maintain a strong knowledge of competitive activity and utilize information when creating account strategies.

· Recommend sales strategies based on market research and competitor analysis.

Experience & Competencies

· 8-10+ years in a similar role within beauty category, prestige/luxury experience preferred.

· Working relationship with department stores, specialty retail, independents and third-party ecommerce accounts.

· Proven ability to deliver on sales targets and build relationships.

· Highly organized/ detail-oriented, strong communicator with the ability to multi-task and prioritize in a fast-paced environment.

· Excellent interpersonal and communication skills, including highly developed presentation skills.

· Strong knowledge of Microsoft Excel and experience with P&L execution, ROI, and budgetary control.

Other

· Reports to Director of Operations (UK based).

· Remote position, east coast or central US preferred.