Regional Sales Manager - Philadelphia, PA

Regional Sales Manager - East 2 Region

Based in Philadelphia, PA

We're Benefit Cosmetics, the indie beauty brand-turned-prestige powerhouse under the leading luxury products group Louis Vuitton Moet Hennessy. Founded in 1976 by twins Jean & Jane Ford in San Francisco, today we're in 59 countries with more than 3,000 BrowBars & 6,000 trained service experts worldwide. At Benefit, we believe laughter is the best cosmetic because when we're laughing & having fun, that's when we're our most beautiful. We're known to work smart & laugh hard. Sound like you? You've come to the right place!

The Regional Sales Manager (RSM) is primarily responsible for all aspects of driving and achieving retail sales and service results and managing, motivating, and developing sales teams. The RSM will work closely with Regional Sales Managers, Retail Account Managers, and key retail partners throughout their assigned territories, driving business on a Regional and National level.

Duties & Responsibilities:

• Seasonal promotional planning by account with Sales Director.
• Identify volume opportunities within the territory – strategize a plan to achieve annual sales goals.
• Implement retail sales goals by account and identify areas of strength and weakness.
• Formulate an action plan to correct problems with specific volume goals and timetables with the Retail Account Manager (RAM) team at the point of sale.
• Administration and tracking of all budgets within the area – allocating as business dictates.
• Monitor and control expenses related to the territory (i.e., T&E, freelance) in accordance with the budget.
• Develop relationships and partnerships at the counter and at store management levels.
• Monitor and improve space and location in the stores and submit current floor plans for all doors each season after careful review and confirmation of space with the Sales Director.
• Analyze by season the retail performance of all product classes for each account by the total chain, by door, and by market.
• Ongoing evaluation of cosmetic/fragrance department trends and rankings and identify Benefit rank and adjust strategies accordingly to increase it.
• Report sell-thru feedback on all promotional and key items.
• Evaluate all co-op and visual week's business to ensure a positive return on investment.
• Monitor Yelp and Google ratings to ensure they average above a collective 4.0.

Team Leadership and Development

• Build a professional RAM and Aesthetician (AE) team in assigned territory, ensuring that individuals are developed to maximize their current potential and build toward future opportunities.
• Work with RAMs to build relationships with and recruit AE talent at Cosmetology Schools to create a continuous line of AE bench strength.
• Establish a positive, challenging environment to ensure team success.
• Establish a professional, ongoing business rapport with the retail community.
• Communicate closely with all Benefit management members on all issues, problems, concerns, and opportunities.
• Manage all Company expenses (personal and team expenses) within the parameters set forth in the T&E Policy.
• Always have a succession pool of talent to fill open positions by area.

Counter/In-Store Merchandising

• Ensure the overall appearance of counter projects high standards and reflects the intended Benefit culture.
• In-store visuals must be kept current, and housekeeping must be tidy at all times and enforced with counter personnel.
• Permanent and promotional displays must be presentable, accessible, and serviceable at all times.
• Maintain and improve upon space and location for all points of sale, in conjunction with Sales Director and adhering to corporate guidelines.
• Utilize Online Booking tools to their fullest capacity, maximizing schedules and CRM data.

Promotional Programming

• Allocate spending resources to achieve maximum retail sales.
• Resources encompass all elements of a promotion (i.e., inserts, mailers, catalogs, digital advertising), freelance personnel, etc.
• Responsible for monitoring the usage of all assigned collateral.
• Schedule and execute in-store events (local and corporate).
• Ensure receipt of all necessary collateral and merchandising materials to support in-store events.
• Thoroughly brief RAMs and store personnel on all aspects of in-store events, new products, etc.
• Establish retail sales goals for realistic achievement for both products and services.
• Ensure the store and counter are properly merchandised for maximum visual exposure according to corporate Visual Merchandising (VM) directives.

Distribution

• Execute all elements of new door openings and/or additions of new business classes in conjunction with corporate account personnel.
• Identify prospective new doors within a chain.
• Identify doors for discontinuance.
• Replenishment
• Make certain that proper order flow is happening and inventory levels at each door are consistent to achieve retail sales goals.
• Maintain ongoing dialogue with Sales Director, Store Management, and corporate Account Directors/VPs on all stock issues.

New Products

• Provide feedback to Sales Director, Account Directors/VPs, and Marketing teams on seasonal new products and Launch Programs.
• Stay focused and devise a plan to ensure sell-thru and prime positioning at the counter, adhering to VM directives.

Selling Costs

• Maintain territory AE staffing to maximize service and retail sales.
• Search for spending reductions as a percent of sales, communicating with Sales Director for all new hire additions and replacements.
• Review and update budgeting needs to run territory with Sales Director while keeping the ROI in line with company guidelines.

Communication

• Clearly communicate in a timely and consistent manner when communicating with the following Benefit team members on all of the above responsibilities: SVP, Sales Director, Sr. RAMs, RAMs, and all appropriate San Francisco corporate office personnel.

Requirements:

• Ability to house a home office or similar.
• Ability to store promotional products.
• A minimum of 3-5 years of retail management experience in the retail beauty environment or similar.
• Valid driver's license required.
• This position requires the final candidate to successfully pass an E-Verify check.
• State board aesthetician or cosmetology license preferred, but not required, to better coach and train AEs.
• Has built, budgeted, and achieved retail sell-thru sales goals.
• Has successfully identified, recruited, supervised, motivated, developed, and promoted Account Managers, Aestheticians, and Freelancers.
• Strong proven training and leadership skills, including selling and customer service.
• Has obtained the respect of staff and peers through performance.
• Has created a learning environment.
• Has broad exposure to the competitive landscape and market, enabling them to gain insight that will drive retail sell-thru.
• Has worked in organizations where influence must replace control.
• Has worked closely with all retail management to ensure effective retail sell-thru.
• Has built, managed, and stayed on budget.
• Strong organization and excellent oral and written communication skills.
• Must have advanced knowledge of Microsoft Word, Excel, PowerPoint, and Outlook.
• Ability to juggle multiple tasks and handle communications to all levels of personnel and external clients.
• Ability to work independently, resourceful in resolving issues and troubleshooting questions.
• Ability to track and monitor a large amount of retail data with strong analytical skills.
• Ability to manage, motivate, and develop sales teams.
• Understands reflection of brand DNA and can translate to the retail sales teams.
• Strong attention to detail while simultaneously capable of seeing the whole picture.
• Confident in presentation and training skills.
• Strong negotiation skills.

Working Conditions & Physical Demands of the Job