Sales And Education Executive

SALES & EDUCATION EXECUTIVE, SPECIALTY-MULTI CHANNEL

HOUSTON, TX

LUXURY FIELD SALES

The Sales and Education Executive (SEE) is responsible for delivering retail sales goals (*detailed KPIs listed below), while strengthening local account penetration and retailer joint business planning - with a disproportionate growth acceleration in top potential doors. The SEE also owns critical organizational expectations - leading, scheduling, and coaching a diverse team of Brand Ambassadors to deliver perfect execution, every day. SEE's may also lead incremental special project work.

THE ROLE

In this role you will be responsible for…

Achieve/Exceed Quarterly/Seasonal/Annual Retail Sales Goals

• Consistently deliver on commitments, proactively communicate solutions to capture upside $ or mitigate downside risk to goal.

• Regularly analyze daily/weekly retail sales and adjust to trends or future anticipated support changes.

• Partner with internal and external support teams and regularly communicate results from conducted activities, maximize opportunities, and minimize risk (while always ensuring sufficient store levels across basic stock, gift sets, and testers).

• Utilize brand ranking, penetration, stock status reports as available + maximize all promo tools to drive sales and +ROI.

• Working understanding of retailers' CRM/Clienteling systems, creating and driving local plans to maximize retail sales.

• Own joint business planning with retailer partners to drive accountability and seasonal sufficiency planning

• Planning to leverage promotional calendars/visual dates, new products introductions, storewide promotions, Holiday intensification plans, Y2 anniversary plans, and competitive activity.

• Ensure Brand Ambassadors execute Coty branded events in-store with excellence (strictly following fashion house guidelines); partner with and solicit support of local Special Event, Marketing, Visual, and Personal Shopper Teams to drive sales.

• Own Leadership Visits: Review trends/rank+share data/key successes/help needed/top door and close the gap strategies.

Leading, Scheduling and Coaching Part-Time Brand Ambassadors

• Perfectly execute corporate by-door scheduling guidance & retail sales expectations.

• Ensure all Brand Ambassadors fulfill exact schedule expectations.

• Ensure all Brand Ambassadors fulfill door retail $ goals expectations.

• If unique local needs arise that differ from corporate guidance, escalate opportunity for approval in timely manner.

• Manage industry best Brand Ambassador Teams.

• Weekly: Monitor specialists' schedule adherence, productivity vs goal, ROI effectiveness, and clienteling % vs targets where relevant.

• Monthly: Leverage data to actively coach & monitor underperformers / celebrate top performers, capture learnings to share with regional leader for reapplication.

• Monthly: Schedule Brand Ambassadors by-weekly/by-door according to corporate guidance. All schedules should be in place 1 quarter in advance. Any staffing $'s not invested in the dictated week will be returned to corporate budget.

• Ongoing: Ensure Coty's in-store team builds and maintains strong, collaborative relationships with all levels of store management to secure and benefit from preferred vendor status.

• Regularly coach and lead by example through active participation in selling, events, visuals, and shoulder to shoulder training.

• Actively review education materials, role play & coach virtually via Skype sessions or in-store when possible.

• Regularly leverage data in coaching sessions + share and reapply learnings from other brands/retailers/teams.

• Ensure Specialists are influencing store management; coach on negotiations/objection handling as needed.

Maximize In-Store Presence

• Secure allocated space & location (S&L) per corporate directives. Proactively partner in/externally to ensure stock sufficiency.

• Understand S&L process & timings unique to retailer.

• Resolve S&L concerns + leverage local relationships and data to improve S&L whenever possible.

• Secure incremental visual opportunities at door level: towers, tables, ecktachromes, T-Walls, outposts & holiday ship opportunities as budgets permit while adhering to fashion house and retailer guidelines.

• Communicate corporate merchandising guidelines with Brand Ambassadors to ensure perfect in-store presence, every day.

• Closely maintain and monitor the condition of permanent and semi-permanent installations. Escalate issues for immediate resolution to protect fashion house brand equity.

Education

• Partner with the Education team and Director of Training & Event Programming to train Brand Ambassadors on new initiatives, Holiday + Key Merchandising plans and eventing guidelines.

• Leverage market visits to confirm retention of training materials amongst Brand Ambassadors. Actively review key materials, role-play/coach virtually via regular Skype coaching sessions or in-store when possible.

• Display confidence in public speaking, it is a key requirement for successful market schools and regional/district presentations.

Stewardship

• Budget Ownership: Adhere to spending guidelines with minimal (<2%) over/under spends to allocated budgets. Includes part-time staffing budgets, T&E, and all in-store/eventing/ProCard spending.

• Co-Op Roles (where applicable) - fixed Demonstration Management: requires timely updates on participating door, associate names, line assignments, schedules and hourly rate changes with Manager and Finance.

• U.S. Audit: 100% timely compliance on Quarterly Proof of Performance and Data collection.

• Storage Units: 100% compliance on Storage Unit Audits/Inventories and Seasonal Non-Saleable Delivery Log Compliance.

• Use of Corporate Assets: 100% compliance on corporate rules and regulations as set for corporate assets: laptop, iPads, American Express Cards, ProCards, Company car where relevant, Storage Units, non-saleable merchandise, etc.

• Key Performance Indicators (KPIs)

• Retail $ / % Goal (with disproportionate Top Door Acceleration+ New User Acquisition)

• Brand Rank / Regional Market Share (where applicable)

• PT Budgets deployed on-time and managed within +/- 2% monthly accuracy

• Compliance to call cycle provided by Regional Sales Director (field visits 80% of the time)

• Ensure adherence to policy for scheduling and paying 3rd party Brand Ambassadors

• T&E and ProCard Budget Management within +/- 2% seasonal accuracy

• Weekly/Monthly performance reviews & coaching discussions with in-store Brand Ambassadors.

• Develop measurable action plans and track progress.

• Track adherence to in-store call guides

• Where relevant: Flagship Counter & Staffing Management

• Top Door Monthly Plans aligned and executed with retailer - specific focus on Education expectations

• Visual week/KCP/Retailer Event/Launch Retail $ vs Goal and in-store Merchandising vs Expectation

• Everyday + Merch Space / Location (> = corporate directive)

• Holiday Gift Set % Sell Through

• Retailer related metrics (Sephora Love Score, etc.)

QUALIFICATIONS

We'd love to see candidates who have…

Essential:

• Exceptional management, organization, communication and interpersonal skills.

• Proven knowledge of industry trends and best practices and ability to work across functional areas.

• Ability to travel up to 80% of the time, including out of state travel. Required to work from home office and have ability to travel between locations. (This position allows for one office day per week).

• Basic to Intermediate Computer Proficiency in Excel and PowerPoint.

• Previous team leader experience with an organization >5 people.

• 3-5 years related experience and/or training; or equivalent combination of education and experience: 2 years' experience within Specialty-Multi Channel required; 2+ years' experience as an Account Executive.

Desirable:

• Bachelor's degree from four-year college of university.

• Basic to Intermediate Computer Proficiency in Excel and PowerPoint.

• Previous team leader experience with an organization >5 people.

• 5+ years related experience and/or training; or equivalent combination of education and experience: 2 years' experience within Specialty-Multi Channel required; 2+ years' experience as an Account Executive.

WHAT WE OFFER

This is unique role with a genuine opportunity to make an impact. You'll get to work in a diverse environment with a team of professionals who are passionate about the work they do and know how to have some fun along the way.

Coty's global omni-working policy provides the option to work up to 50% of your month remotely. We believe that a more flexible philosophy of remote working will give everyone the freedom to choose what works for their individual circumstances and empower them to always perform at their best.

Per the NYC Vaccine Mandate, COVID-19 vaccinations are required to work in any Coty office, Retailer, or partner facility. You may find Coty's NYC Covid-19 Vaccination Policy here.

ABOUT US

Our people make us who we are. They are the brightest minds bringing the boldest ideas to life every day. If you're the kind of person who refuses to settle, if you want to think bigger, learn faster and go further than you ever thought possible - we'd love to hear from you.

EQUAL EMPLOYMENT OPPORTUNITIES

We offer equal employment opportunity to qualified individuals without regard to race, religion, color, national origin, age, gender, disability, sexual orientation, gender identity, gender expression, marital status, veteran status, or any other characteristic protected by law. Coty complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact cotyjobsUS@cotyinc.com. We strongly believe that cultivating a diverse workplace gives a company strength. The combination of unique skills, abilities, experiences and backgrounds create an environment that produces extraordinary results. EOE Minorities/Females/Protected Veterans/Disabled.

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