Regional Sales Manager East

How you’ll have an impact at Paula’s Choice:  

The Regional Sales Manager (RSM) drives retail sales revenue and company driven strategies in a multi-state region, by leading a team, including Area Sales Managers, Sales and Training Executives, Account Coordinators and Freelance Sales & Training Consultants. The RSM analyzes regional growth opportunities and provides the leadership team with sell-out data to assess projections and forecasts, including budget management, training and event execution strategy and Travel & Expenses management. Weekly alignment in B&M stores is expected to facilitate the Education and Sales team expectations of being a Best-In-Class brand partner and customer service team at all retailers.                                                                      

As a Regional Sales Manager, East a typical day might include a mix of the following:

Retail Sales Strategy 

• In partnership with Field Director, develop regional strategy to reach retailer sales targets and provide growth YOY, assuring focus on elevating the brand awareness to reach maximum ROI. 
• Analyze, coach, and track sales and training performance for full region performance and devise action plans for all business opportunities.  
• Develop and submit region event door strategy to provide YOY growth. Analyze sales reports and deliver weekly event results and feedback to leadership. Assist Field Director with all event collateral field allocations. 
• Strategically develop your region’s store visit plan, overseeing the territory coverage to maximize business growth opportunity.  
• Prepare and lead the agenda for Bi-Weekly meetings to recap performance and communicate sales focus for upcoming activations.  
• Maintain organization and coach direct report organization to ensure deadlines are being met, including but not limited to calendars, T&E budgets, weekly sales recaps, event recaps, store visit recaps, store visit schedules, travel bookings and other administrative responsibilities.  
• Partner cross-functionally with Education and Sales Marketing teams to align regional sales strategies with training initiatives and marketing campaigns. 

HR/People Leadership 

• Conduct and participate in regular touch bases with team to assure effective communication and partnership alignment.  
• Recruit, interview and onboard all new Field Team members from your respective region in partnership with leadership, HR, and Education team. 
• Develop direct reports in areas of success and opportunity in partnership with the Field Director and HR to maintain retention. Formulate action plans to correct problems with specific goals and timetables. 
• Provide partnership in resolving any store level challenges to maintain strong relationships and ensure solid brand integrity. 
• Manage and audit timekeeping/payroll procedures according to payroll timelines. 

Sales Support 

• Coach and develop the team to plan and execute in-store events including elevated brand experience events and provide strategic in-store partnership to achieve sales targets. 
• Manage team communication to ensure all store level feedback is delivered to appropriate cross-functional partners. 
• Facilitate and partner on the scheduling and execution of regular in-store business reviews with retail partners to communicate trending business and negotiate store level opportunities and event strategies to drive retail sales growth. 
• Coach and develop the field execution and maintaining of the highest level of standards to all merchandising guidelines and in-store activations.  
• Coach team to manage any out of stock or visual merchandising needs with retail partners, following all retailer brand guidelines. Communicate consistent concerns to leadership. 

Training Support 

• Provide consistent onboarding, training and management for freelance Sales and Training Consultants in the region. 
• Participate in product training webinars, in-person trainings and special education focused events to build expertise in the brand and category and partner with Education Manager in the field to coach and execute high level trainings. 
• Coach team on successful implementation of all sales and training support tools regarding new product launches and daily in-store visits to achieve 5-star service scores.  
• Coach team by example to negotiate elevated training opportunities in partnership with the Education team. Provide associated sales tracking to help determine training focus and alignment to Sephora sales growth strategies. 

The Details:  

• Hours: Full-time role that will require flexibility to work some evenings, weekends and some holidays 
• Physical requirements: Ability to lift 40 pounds and stand up to 8 hours on your feet in stores 
• Travel requirements: Up to 70 % travel, territories can vary based on geographical areas and are subject to change based on business needs (*Transportation costs policy will be covered in the interview process) 
• 30% Office/ Administrative Time: To include but not limited to: data analytics, Field team call-cycle planning & reporting, travel booking & expense reports, store visit and event recap review & follow-up, weekly recaps & communications, ongoing product trainings, weekly leadership communications, etc. 
• New York City area within 1 hour of New York City and New York City Airports; reliable transportation required 

 Requirements 

• 5+ years of beauty industry experience or equivalently relevant qualified experience 
• 2+ years Sephora training and selling experience  
• 2+ years managing a multi-state/multi-door territory 
• 2+ years of experience in a role with full-time direct reports 
• 2+ years Sephora EDU portal/ scheduling experience 
• Demonstrated ability to inspire, coach, and develop a team 
• Knowledge of clinical, cosmetics techniques and procedures, along with business terminology 
• Valid Passport and ability to travel up to 70% 
• Ability to work a flexible schedule, including weekends  
• Exceptional interpersonal skills and ability to build positive/effective business partnerships 
• Superior selling skills with proven ability to set and achieve sales goals  
• Effective and engaging training skills that deliver consistent sales results 
• Proven ability to build relationships, drive sales and provide outstanding customer service 
• Exceptional time management skills  
• Ability to work both autonomously as well as with a team  
• Strong analytical skills 
• Ability to quickly learn innovative technology and effectively use that technology to meet the demands of the role 
• Must have proof of insurance, current and valid driver’s license, and reliable means of transportation 
• Experience with Microsoft Office skills, including PowerPoint, Word, Excel & Outlook 
• Flexible and amenable to changes in a fast-paced, high-growth environment. Must be able to multi-task while accommodating changing priorities 

Approximate Salary Range Based on Experience and Location:

$120,000 - $125,000 USD/annually

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