KEY JOB ACCOUNTABILITIES
REGIONAL SALES MANAGER – DPGP
– Under the direction of the Sales Director, implement the Division’s sales and distribution strategy in the sales outlets.
– Achieve the sales department’s quantitative and qualitative goals for his/her region.
– Recruit, motivate and develop his/her teams: by maintaining a culture of excellence up to the point of sale, develop the expertise and know-how of his/her employees and implement organisational changes.
– Ensure continuous communication between management and his/her team. Inform and alert management to significant initiatives in the field (from his/her team, from the competition and from distributors.
– Develop a strong regional network and capacity of influence among key customers.
REGIONAL SALES MANAGER – LUXE / DCA / DPP
– Apply and lead the commercial business strategy at the regional level to achieve sell-in and sell-out sales targets. Act as guarantor for the image and policy of his/her brand(s) in his/her region.
– Develop trusting relationships with key customers in the region, including the regional management of national retail chains. Perform monthly monitoring of the sales in/out for the major regional accounts.
– Motivate sales teams in the region: recruit, develop (especially for FLSMs), manage his/her teams, ensure the development of their expertise and know-how. Implement organisational changes.
– Drive the performance of trade activities, merchandising and sales training in his/her region. Be responsible for the successful delivery of services and the monitoring of their regional performance through the provider’s management.
– Manage and arbitrate regional budgets, as well as motivational resources and return on investment.
– Maintain close cooperation between the regional sales force and sales and business management.
– Inform management about significant initiatives in the field. – Contribute to and coordinate the winning of new key customers.
– Support the modernisation of points of sale through the deployment of services (business and retail training programmes).
PROFESSIONAL & TECHNICAL COMPETENCIES
MASTERS COMMERCE FUNDAMENTALS
• Stays up-to-date with market, consumers & competitors
• Builds on categories shopper insight
• Activates Business Drivers
• Pursues turnover and profit optimization
DEVELOPS CUSTOMER CENTRIC BUSINESS
• Adapts brand distribution strategy
• Collects and connects comprehensive knowledge about the retailer/prescriber/Salon
• Influences the retailer/prescriber/Salon
• Collaborates across functions
• Builds retailers development plans
• Manages intermediate agent relationships BUILDS SELLING PROPOSITION & NEGOTIATE
• Builds Selling story
• Sets negotiation priorities
• Conducts Win-Win negotiation
• Ensures compliance MONITORS SELL IN & SELL OUT EXCELLENCE
• Forecasts business with accuracy
• Manages BA or DA staffing & relationship
• Master s brand selling scenarios
• Drives Point of Sales field execution
• Follows up & controls
L’ORÉAL COMPETENCIES
• Acts / leads with human sensitivity
• Displays sensitivity to our “métier”
• Demonstrates entrepreneurship
• Innovates
• Achieves results, with integrity
• Manages complexity
• Interacts effectively