Area Sales Manager Travel Retail USA - Hermès Perfume & Beauty

In this role, you will evolve within a dynamic and growing area, comprising more than 400 point of Sales, and be the Key Account Manager for the Avolta Account across the Americas Region.

You will have daily interactions with the Americas Regional operational teams: Sales Administration, Marketing, Training, Finance & Operations, E-commerce ...

The position is based in Miami, in our Perfume & Beauty Americas Regional office.

General Mission

Reporting to the Regional Sales Director Americas - Perfume & Beauty Local Market and Travel Retail, your role as Area Sales Manager will be to manage and strengthen the Travel Retail business in the US.

Duties and Responsibilities

1° Audit the area


* Analyze current client list, store distribution, Beauty Advisor resources, client margin structures, assortments and make recommendations by client

2° Develop the business and relationship with clients/buyers


* Formalize the development strategy for all clients


* Regularly visit points of sales


* Build a strong and respectful relationship with clients/buyers


* Negotiate sell in and sell out targets and follow up achievements with buyers


* Negotiate new margins or global deals (when necessary)


* Keep strengthening our visibility and image through negotiation of personalized fixtures in key doors, assortment per clients and at POS level


* Closely monitor store and client warehouse inventories


* Monitor and constantly activate sell out trends


* Open new accounts and stores, when business opportunity


* Optimize product assortments


* Ensure Price positioning is respected

3° Marketing


* Negotiate strong trade plans, in coordination with the Regional Marketing team and HQ team


* On-time and high-quality implementation/execution of our animations, in partnership with our Marketing teams

4° Visibility in store/Merchandising


* Make sure visual merchandising guidelines are communicated and implemented


* Elaborate personalized planograms for personalized fixtures

5° Training/Motivation


* Plan and coordinate with Regional Training team and Travel Retail Account Executive training for generic staff and Hermes Beauty Advisors: product stories, stock management, merchandising


* Organize sales incentives with all account and ensure they are in line with the Budget

6° Forecasts


* Work closely with our Regional Demand Planning team to prepare and monitor forecasts and make sure they are diligently sent to markets


* Follow up and negotiate orders with buyers

7° Reporting


* Communicate retail sales reports per client/door/units on a monthly basis


* Share competition best practices

8° Budget


* Build sell in and expense budget


* Manage and follow up P&L by client / P&L by personalized counter


* Prioritize investment per client to keep a profitable P&L to support retail and protect brand image


* Follow up and respect communication and ...