Field Sales Executive

6 months ago

London, Canada The Estée Lauder Companies Full time

The Field Sales Executive is responsible for the delivery of retail sales and building relationships with retail store teams through the management and leadership of ELC store and counter staffs, freelancers and/ or the education and coaching of point of sale teams. Their territories are comprised of multiple channels: Specialty-Multi, and Department Stores within the Southwestern region of Ontario.
They will create and maintain strategic partnerships with retailers and the execution of seasonal brand plans/promotional calendars as well as create local plans and specific events to drive enthusiasm and engagement with the customer.
They will spend approximately 70% of their time on the sales floor interacting with Retail managers, store/brand dedicated staff, and consumers to drive client acquisition, engagement and conversion.
They will capture consumer insights by observing shopping patterns and competitive activity and use insights to inform action plans.

Responsibilities include (but are not limited to):
**Store Visit Time Allocation (70% of Field Role)**
Develop multi-branded teams through regular, quality store visits and one-on-ones with focus on
achievement of sales and productivity goals and brands & sales objectives.
Manages/leads/influences team in driving sales, excellent customer service and quantifying the
team’s ability to meet and/or exceed sales goals.
Utilizes and demonstrates solid understanding of sales, product knowledge, events, operations,
retail market and cosmetic industry to keep business and team moving forward by capturing
consumer insights/sales trends/traffic patterns and using learnings to influence optimization of the field operation.
Assess staffs' incorporation of skills and techniques taught and overall sales performance.
Observes and provides feedback to Managers regarding performance of 3rd party staffs.

**Coaching/Training/Education**
Deliver effective sales coaching: modeling, observing and providing feedback to ensure effective
delivery of sales techniques for varying consumer profiles, including cross selling techniques for
new consumers, 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.
Educate teams on hero products across all brands and increase the staff’s ability to recommend cross brands relevant to the customer.
Support Brand education: ensure staff is well-versed in all brands messaging, differentiation and assortment, branded trainings to dedicated and department-wide staff on product knowledge, service experiences, artistry, selling and leadership skills

**Building Retailer Relationships**
Create and maintain strategic retailer partnership(s) where appropriate.
Develop strong working relationships with District Merchants, Cosmetics Department
Managers and Store Management to recognize opportunities that are consistent with the
company’s strategic direction.

**Events**
Partner with retailer and/or department stores to develop and execute innovative in-store events and use learnings to maximize effectiveness of the market calendar long term.
Influence retailers and negotiate event space and location.
Reviewing Business Performance with Staff
Maximize selling staff’s productivity through hour utilization, schedule optimization, goal
Management and client engagement strategies.
Proactively identify inventory/stock issues that may inhibit business.

**Recruiting/Interviewing**
Interview, hire and manage staff behavioural and sales performance.

**Out of Store**
Analyze the business and identify sales goals/targets to be set, proactively anticipate and rectify
obstacles to goal achievement using critical problem solving skills.
Collaborate & maintain strong working relationships with key business stakeholders which include: management, HR, finance, marketing, key account management, branded education teams etc
Create feedback loops to the brands: share feedback with regional/central teams on local retailer execution, competition's products, service offering and activity; maintain in-depth knowledge of market trends, demographics and customer needs/behaviors and reactions.

**Qualifications**
- 4 Year college degree preferred
- 3 years’ experience leading/managing retail/POS stores/counters/regions in luxury business preferably Beauty industry
- Solid understanding of sales, product knowledge, events, operations, retail culture and cosmetic industry
- Ensure delivery of overall sales plan by door/territory
- Create and maintain strategic partnership with retailers, brands, COE functions and point of sale employees.
- Deep understanding of the retail market and current beauty trends
- Ability to coach and develop staff in order to achieve goals
- Ability to see problems and develop action plans to get past them (inventory/stock issues, staff perform

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