Field Sales Director - Jo Malone / Kilian / Frederic Malle - East
JO MALONE LONDON
New York, NY
The Estée Lauder Companies Inc. is one of the world's leading manufacturers, marketers, and sellers of quality skin care, makeup, fragrance, and hair care products, and is a steward of luxury and prestige brands globally. The company's products are sold in approximately 150 countries and territories under brand names including: Estée Lauder, Aramis, Clinique, Lab Series, Origins, M·A·C, La Mer, Bobbi Brown Cosmetics, Aveda, Jo Malone London, Bumble and bumble, Darphin Paris, TOM FORD, Smashbox, AERIN Beauty, Le Labo, Editions de Parfums Frédéric Malle, GLAMGLOW, KILIAN PARIS, Too Faced, Dr.Jart+, the DECIEM family of brands, including The Ordinary and NIOD, and BALMAIN Beauty.
Description Sales Management:
Work closely with Brand GM to determine market potential and distribution plan for the next 3 years.
Prepare and propose retail sales plan, ranking objectives, market share by door to Brand GM. Achieve Fiscal and Calendar year plan.
Ensure brand's unique premium positioning is not compromised by rapid distribution expansion.
Prepare and propose the business mix including promotional age, category mix and inventory mix.
Prepare the annual and monthly sales forecast (both sell in and sell through) and allocate resources accordingly based on budget.
Manage and allocate the T&E budget
Build retailer relationship and maximize brand's exposure (e.g. store magazine, banners, and outpost) and growth opportunities at all doors.
Ensure Marketing Programs are well executed accordingly to Marketing guidelines. Work closely with Marketing Manager and Trade Marketing Manager to ensure door productivity is maximized.
Proper allocation of resources, ensure that all tools provided e.g. samples, incentives, etc. are used as directed.
Ensure that all counters follow the merchandising guidelines and hygiene standards as directed by Visual Merchandising.
Monitor closely inventory to ensure its month coverage and mix reflect the brand's potential and market trend, and work closely with Marketing Manager to avoid over stock and out of stock situation.
Ensure efficient administration of sales activities: order flow, inventory level and return percentages. Ensure perfect execution of SOP.
Identify risk areas in sales plan and propose corrective action to ensure targets are achieved and maximize brand's growth opportunities.
Process building and reporting/meeting system setting:
Counter report Supervisor reporting system
Regional Sales Manager reporting system Operational reporting system
Work process and review standard setting for RSM/Supervisors/Counter Managers
SOP execution and evaluation periodically
Provide up to date analysis and report to Brand GM and team on:
Sell in/Sell thru target achievement
Ranking of our distribution
Ranking with competitors by doors
Any sales opportunities
Evaluation of promotion or special events
Inventory Issues
Review logistics and selling skills on new product launch and promotions
Competitors' activities
Any personnel issues
Team Management:
Set up the proper organization for the sales team.
Set clear business objectives and directions for the entire sales team in line with the brand objectives. Provide direction, support, and advice to the Regional Sales Manager and Supervisors.
Prepare the annual headcount plan
Build up the talent pool for each level from Counter Manager, Supervisor, to RSM
Review on a monthly basis each Beauty Advisor's productivity and performance vs brand's requirement and directions. Address concerns and initiate the proper actions to improve the performance.
Conduct Annual Beauty Advisor Appraisals in conjunction with the Regional Sales Manager, and work closely with Training Manager to implement course of action.
Recruit, coach, supervise and motivate the sales team with the objective to maintaining the agreed level of productivity while sustaining the team's stability and morale. Provide career development plan to sales team members.
Work closely with Brand GM to develop salary and commission/incentive scheme.
KPI design, performance tracking and review on regular basis for both office and counter
Qualifications Results oriented. Detail oriented
Team player, inspires and mentors a team, likes to lead by example, inspires enthusiasm
A good listener. Skilled at winning people over
Excellent coach and communicator
Ability to manage multiple responsibilities in a fast paced, demanding environment
Ability to get others to "buy in" to specific goals and strategies.
Self reliant with the ability to make solid business decisions independently.
Persists in seeking goals despite obstacles and setbacks.
Strong negotiation skills
encourages open discussion and approaches negotiations in a fair and professional manner. Seeks win/win outcomes.
Handles difficult tense situations with diplomacy and tact.
Pay Range: The anticipated base salary range for this position is $128,960.00 to $193,440.00 . Exact salary depends on several factors such as experience, skills, education, and budget. Salary range may vary based on geographic location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with the possibility for overachievement based on performance and company results.
In addition, The Estée Lauder Companies offers a variety of benefits to eligible employees, including health insurance coverage (medical, dental, and vision insurance), wellness and family support programs, life and disability insurance, retirement savings plans, paid leave programs, education-related programs, paid holidays and vacation time, and many others. Many of these benefits are subsidized or fully paid for by the company.
Equal Opportunity Employer 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].
Michigan Applicants: Persons with disabilities needing accommodations for employment must notify the company in writing of the need for an accommodation within 182 days after the date the person with a disability knew or reasonably should have known that an accommodation was needed.
Philadelphia Applicants: Philadelphia's Fair Chance Hiring Law
Rhode Island Applicants: The company is subject to chapters 29-38 of title 28 of the general laws of Rhode Island and is therefore covered by the state's workers' compensation law.
Posted 2026-06-05
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