ELC Specialty-Multi Channel (MAC, The Ordinary, Dr. Jart) - Field Executive Sales Manager - Los Angeles

Job Description

The Field Executive Sales Manager (FESM) is responsible for the delivery of retail sales and building relationships with direct pay
teams by directly managing, educating, and developing talent capabilities of POS managers and teams. The FESM territories are
comprised of FSS, Partner locations and/or Specialty Multi Channels. The FESM will spend approximately 60% of their time in store
interacting with their Field Executives, retail teams as well as consumers to drive client acquisition, engagement, conversion, and
execution of seasonal plans/promotional calendars. The FESM will assess and manage team performance and provide frequent, ongoing feedback. FESM will partner with Education to ensure sales training, and service objectives are met with Excellence in
Execution. The FESM should possess the ability to role model all behaviors. The must be an Enterpriser; create local plans and
specific events to drive enthusiasm and engagement with the customer. Capture consumer insights by observing shopping patterns
and competitive activity and use insights to create action plans. Drive client acquisition through outreach, client management, social
influence, oversight of visual merchandising execution, and by building collaborative relationships. Drive conversion through
coaching of the Field Executive. Use entrepreneurial insight to drive creative solutions to increase sales performance, negotiating for
needed resources to support promotional activities, create and oversee event execution, talent planning and schedule optimization.

Qualifications

Retail Sales
• Consumer facing side-by-side selling/driving conversion.
• Develops strategic plan by brand and retailer by leveraging marketing strategy to drive growth, gain share and exceed
sales plan.
• Develop teams through regular, quality store visits and one-on-ones with focus on achievement of sales and
productivity goals and brand & sales objectives.
• Responsible for achievement of sales plan for each door within territory through Influencing team in driving sales,
excellent customer service and quantifying the team’s ability to meet and/or exceed sales goals. Support special event
strategies in the planning and execution process.
• Proficiency in leveraging social & digital media to drive sales and consumer engagement conforming to brand
guidelines.
Coaching/Training/Education
• Deliver effective sales coaching on product knowledge, service experiences, artistry, selling and leadership skills:
modeling, observing, and providing feedback to team and to retailer leadership, where applicable, to ensure effective
delivery of sales techniques for varying consumer profiles, including cross selling techniques for new consumers and
clienteling to ensure sales goal achievement.
• Analyze and evaluate how the team is using training knowledge to drive sales and demonstrate the ability to identify
top performers to develop future bench, as well as recognize and coach to opportunities for improvement in
partnership with the retailer where applicable.
• Drive Brand education thru partnership: ensure staff is well-versed in brand messaging, differentiation, and assortment.
• Conduct in-store, hands-on training, and sales support for the beauty team at Specialty Multi locations if applicable.
• Provide support to SM Coordinators where applicable.
• Recruit candidates for open roles and freelance roles: Provide retailer with feedback on candidates identified by the
retailer to support the brand(s) where applicable.
• Liaise with Talent Acquisition (TA) team on end-to-end talent acquisition process including utilizing technology to
identify/ select potential candidates for open requisitions.
• Support the onboarding, education and development of ELC direct pay and freelance teams, with Ongoing “people and
performance management.”
• Onboard new hires with systems training and secure necessary equipment for Field Executive job function.
• Maximize selling staff’s productivity through hour utilization, schedule optimization, goal management in partnership
with retailer.
• Help complete job orientations and provide thorough training in brand policies, practices and standards.
• Assist in ensuring the store environment is safe and that work practices are safe.
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Job Description (continued)
Building Relationships
• Create and maintain strategic partnerships that align with brand and retailer strategy to drive growth and gain share,
where applicable.
• Develop good working relationships with District Merchants, Cosmetics Department Managers and Store Management
to recognize opportunities that are consistent with the company’s strategic direction, where applicable.
• Create and maintain strategic partnerships with cross functional partners. Ensure clear communication to all partners.
Events /Calendar Execution
• Develop and support the execution of innovative in-store events. Use learnings to maximize the effectiveness of the
market calendar, in partnership with retailer where applicable.
• Engage in store-level negotiations and coordinating store-generated events in a strategic and professional manner
• Establishing strategic grassroots networking opportunities with external groups to drive foot traffic back into the store
for store-generated events, with an emphasis on key DMA data to help target results.
• Influence retailers and mall partners to negotiate event space and opportunities.
Additional responsibilities
• Analyze the business and identify sales goals/targets to be set, proactively anticipate, and rectify obstacles to goal
achievement using critical problem-solving skills, target specific KPI’s relevant to the business, strategize client
engagement to attract, convert, and retain clients.
• Accelerate growth using local consumer insights to identify regionally relevant opportunities.
• Champion collaboration with ELC partners in each market, identifying right to win moments for the company.
• Partners with Centers of Excellence (Sales Reporting and Analytics, Point of Sale, Marketing Coordination and
Communication, Education, HR/People Management and Freelance) to more effectively manage and lead business.
• Proactively identify inventory/stock issues that may inhibit business.
• Create feedback loops to the brand: share feedback with central teams on local retailer execution, competition's
products, service offering and activity; maintain in-depth knowledge of market trends, demographics and consumer
needs/behaviors and reactions.
• Help ensure all relevant Human Resources records are kept updated and confidential.
• Audit/approve your team expense reports.
• Budget management, i.e. T&E, Freelance support.

Anticipated Base Salary Range $92,800.00 - $139,200.00 (Depending on qualifications, skills, experience and/or budget). In addition, The Estée Lauder Companies offers a variety of benefits to eligible employees, including health insurance coverage, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave programs, education-related programs, paid holidays and vacation time. In addition, the Company maintains highly competitive incentive compensation programs (role eligibility may vary based on terms of the respective plan(s))

Job: Retail - Corporate
Primary Location: Americas-US-CA-Los Angeles
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 240086
We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. It is Company's policy not to discriminate against any employee or applicant for employment on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. The Company will endeavor to provide a reasonable accommodation consistent with the law to otherwise qualified employees and prospective employees with a disability and to employees and prospective employees with needs related to their religious observance or practices. Should you wish to apply for this position or any other position with the Company and you believe you require assistance to complete an application or participate in an interview, please contact [email protected].