Position: Area Manager
Sales Management 50%
q Agree on retail sales plan and ranking objectives by door. Achieve fiscal and calendar year plan.
q Manage the net/retail relationship and counter inventory. Ensure that the inventory mix at the point of sale appropriately reflects the retail trend.
q Ensure 100% execution of the Marketing Program as directed by the Marketing Team. Ensure that all tools provided eg. Samples, brochures … are used as directed.
q Ensure that all counters follow the merchandising guidelines and hygiene standards as directed by the Marketing/Merchandiser Team.
q Liaise with all levels of store management (especially Store Floor Manager, Department Buyer and Merchandising Manager). Negotiate with store personnel to secure promotional sites, staffing contribution, co-op advertising … etc.
q Manage Makeup Artists staffing levels and oversee roster arrangements to ensure appropriate coverage at the counter during key selling periods.
q Submit a monthly journey plan to line manager at the beginning of each month. The journey plan should appropriately reflect Sales and Education priorities (and a disproportionate amount of time in Top Doors).
q Actively participate in the Monthly Sales and Marketing Meetings. Prepare an update for review and discussion - achievement of sales targets, key business issues, opportunities, Education concerns … etc.
q Monitor on a monthly basis ranking by door. Be observant of on-going store events and daily ranking so as not to lose ranking to a non competitive brand or by small difference, initiate discussions, ideas, with the field and management team to further drive rankings in each door. Be responsible for highlighting concerns and action plans at the Sales and Marketing Meetings.
q Collate competitive sales and marketing information on a regular basis - for review and discussion at the Sales and Marketing Meetings.
q Collate monthly (or more frequently) sales performance by door and forward to National Sales Manager for reporting
In-store Coaching 20%
q Provide support, advice and direction to the Sales and Education Coordinators, Studio Managers and Makeup Artists teams in all matters pertaining to their roles and activity in-store.
q Coach each door to ensure that the highest of Bobbi Brown service standards is maintained at the point of sale. Coach each Makeup Artist on specific service/selling behaviors and best practices via role play exercises.
q Leady by example via counter coaching - work alongside each Makeup Artist team to provide on-going education (service and selling skills/product knowledge)and reinforcement of Key Performance Indicators (KPIs).
q Review on a monthly basis each Makeup Artist’s KPI - hourly /daily / monthly productivity, AUS, IPT, percentage of sales penetration for Skincare, Face, Color and Brush, new customer recruitment vs LY and booked make-up-lesson appointments. Enhance performance and address concerns via in-store coaching.
q Attend monthly/seasonal training sessions with Education Manager to improve skills and knowledge. Plus, receive new education modules for application at the point of sale.
q With the National Sales Manager and Education Manager, review Mystery Shopper results (biannual). Recommend course of action.
Leadership and Development 30%
q Provides leadership, guidance and management to direct reports and field staff.
q Acts with integrity – honors commitments and behaves consistently.
q Establishes high workplace operating standards and values.
q Recruit (with Education Manager / Sales and Education Coordinator / Studio Manager) all new Makeup Artists. With National Sales Manager and Education Manager participate in the recruitment of Studio Managers.
q Conduct Quarterly Appraisals in conjunction with the Studio Managers and Makeup Artist teams. Recommend/implement course of action - training needs … etc. Submit Quarterly Appraisals to Brand General Manager for review.
q Provides input in setting performance objectives for team.
q Clearly communicates priorities and required results with team.
q Provides input in assessing performance of team-members.
q With National Sales Manager, provides coaching, feedback, development opportunities and recognition to staff.
q Influences others to achieve difficult goals.
q Resolves conflicts and negotiates win-win solutions
q Shapes environment to foster open communication and teamwork.
q Elicits diverse points of view and acknowledges the views and contributions of others.
q Maintains appropriate communication with different functional areas of the brand, and with the region and New York when required
University level education or equivalent
q 3-5 years of regional business management experience.
q Team-lead experience
Key Personal Characteristics
q Strong analytical skills; the ability to identify critical concerns and prioritize; problem-solving abilities
q Creative/innovative thinking
q The ability to handle a multitude of projects and issues at one time
q Possess initiative and always applying into work
q Excellent team player and interpersonal skills; the ability to interact with all levels within an organization
q Organization and an orientation to detail
q Self-motivation; High energy level; the ability to work independently
q An interest in learning and the ability to integrate information to identify the implications of macro trends for the business.
q Open-mindedness. Actively elicits different points of view and understands different perspectives
Sets high standards. Sets challenging yet attainable goals. Takes calculated risks
q Strong communicator
Clearly communicates expectations. Can relate to a range of people. Knows how and when to adapt communication style to audience and objective, e.g. when to be directive and when to seek discussion and input.
Persuasive and engaging
Knows how to get buy-in and build a network of support. Finds ways to overcome opposition. Can negotiate skillfully, winning concessions without damaging relationships