Territory Sales Manager

POSITION TITLE Territory Sales Manager

DEPARTMENT Field Sales

REPORTS TO Regional Sales Director

LOCATION Field

FLSA CLASSIFICATION

VERIFICATION DATE January 2024

POSITION OVERVIEW

The Territory Sales Manager is primarily responsible for achieving retail sales goals and staying within allocated spending budgets in an assigned territory. In this role you will work as a brand ambassador to develop and grow the ABH business in partnership with store teams by building strong collaborative relationships focused on generating retail sales and growing market share. You will effectively communicate the brand story and educate retail teams on all ABH products and services. You will facilitate and execute in-store event activity, while also providing superior customer service. In select locations you will be responsible for hiring, training, and coaching freelance support, as well as licensed professionals in partnership with retailers.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Responsible for achieving a retail sales plan for an assigned territory.
• Responsible for managing all territory spending budgets, including freelance and travel expenses.
• Responsible for attaining objectives of Key Performance Indicators (KPIs) as defined by the company.
• Responsible for building strong collaborative relationships with internal and external partners.
• Maintain ongoing coaching, training, and motivation of store personnel on all ABH products and services.
• Execute regular business review meetings with key store/district management to negotiate additional brand exposure and to strategize for retail sales growth.
• Effectively plan and execute new product launches and corporate programming with a focus on maximizing retail results. Deliver promotional collateral as needed.
• Schedule and execute additional in-store event activity in key opportunity doors to further drive retail sales.
• Recruit, interview, train, and coach all freelance support and all licensed professional staff within the territory.
• Ensure ABH service technique is properly followed and remains State Board compliant.
• Ensure service location counters remain State Board compliant. Place service collateral orders as needed.
• Ensure store gondolas are properly merchandised for maximum visual exposure. Permanent and promotional displays, towers, and endcaps must be presentable, accessible, serviceable, and easily shoppable.
• Communicate all visual merchandising concerns to appropriate store and ABH personnel to address any issues.
• Communicate all inventory concerns to appropriate store and ABH personnel to ensure appropriate stock levels.
• Clearly communicate in a timely and consistent manner with retailer personnel and all appropriate ABH team members including VP, Regional Sales Directors, and corporate headquarters.
• Elevate potential business opportunities and provide efficient feedback to appropriate personnel regarding ABH strategies, trainings, selling tools, and products.
• Understand the nature of each store environment and know how to get things done. Identify strengths and weaknesses with the business and the people in each door and formulate action plans with specific goals and timetables to address opportunities.
• Stay broadly exposed to the competitive landscape in the market, including on-going evaluation of store trends and brand rankings in each store location. Adjust strategies to increase rank and to trend with or above the store total and the NPD national trend.
• Responsible for completing all administrative reporting on a timely basis.
• Responsible for adherence to ABH dress code guidelines, while evolving looks to reflect current beauty trends.

Requirements

COMPETENCIES:

• 3+ years of cosmetics retail experience with strong artistry skills.
• Demonstrated ability to coach, motivate, and inspire others.
• Effective communication skills with all levels of leadership.
• Strong negotiation and presentation skills.
• Strong attention to detail, as well as the capability to see the “whole picture.”
• Thrive in a fast-paced business environment where flexibility is a key characteristic.
• Ability to make strategic decisions based on sales analysis.
• Strong technology skills mostly with Microsoft Office (Outlook, Word, Excel, PowerPoint.)
• A valid driver’s license, proof of insurance, and a safe, reliable vehicle are required.
• Flexibility to work nights, weekends, and some holidays to meet the needs of the business.
• Some overnight and air travel is required.
• A valid State Board esthetics/cosmetology license issued by the state of residency is required (US positions only.)