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Retail Manager, Brazil

Location: São Paulo Brand: Shiseido Date: 06/23/2022

*This position reports directly to Shiseido's Miami office.*

Job Summary:  

The Retail Manager Independent Contractor (IC) will be based in Brazil to oversee the development of sales of our brands in his/her designated territory, ensuring that all guidelines are always followed and respected as established by the sales and marketing department, and in accordance with the Travel Retail Sales Policy. This role has the responsibility of ongoing training and development of her/his assigned sales team, implementing dynamic and efficient marketing plans that allow for growth and market share gain and increased brand visibility and awareness.  Sell-out is the Retail Manager IC’s most important function.  This person is the contact between the company, Beauty Consultants (BCs) and buyers.  

Primary Duties & Responsibilities:  

Sell-out and Beauty Consultant (BC) Expenses 

  • Responsible for developing the sell-out for the assigned region; sell-out target set in conjunction with Area Sales Manager (ASM)

  • Provide sell-out report on top accounts each month and provide adequate action plans 

  • Participate in proposing and adjusting sell-out figures and expenses (POS: BC expenses) to match budget requirements 

  • Work in conjunction with Area Sales Manager on expenses (Marketing, P&L) 

  • Control client expenses and invoices  

  • Forecasting newness/POSM (fragrances) 

  • Visit airports/points of sale as determined by Manager  

Management of BCs 

  • Recruit, train and provide coaching of BC’s and Promoters in her/his assigned area/region 

  • Set monthly quantitative and qualitative sales targets for BC’s and monitor results on a monthly basis to validate bonus/commissions  

  • Regularly follow-up with BCs on the field (sales, cross selling, products, etc.) challenging their schedule according to peak hours and evaluating their performance twice per year 

  • Ensure BC loyalty and engagement in the Shiseido brands  

  • Obtain monthly feedback from BC’s on novelties, animations and competitors' efforts

  • Lead manage and coach direct reports and foster teamwork and partnerships among Beauty Consultants (BCs) 

  • Conduct regular sales and business reviews to evaluate BCs’ performance & productivity

  • Communicate new targets/goals to BCs in a timely manner 

Merchandising and Stock 

  • Enforce and adapt brand merchandising guidelines 

  • Monitor and update visuals according to guidelines 

  • Provide planograms upon request 

  • Ensure stock levels are adequate and maintain ASM informed

  • Anticipate out-of-stock and overstock problems and suggest solutions 

  • Discuss and optimize assortment per retailer with ASM 

  • Assist ASM with: suggested PO newness, review POs when received, ensure newness are ordered on time to meet the on-counter dates, prepare POSM orders (testers, samples, GWPs, collateral materials, etc.) 

Marketing Activities: Launches and Promotions 

  • Ensure qualitative and quantitative targets are reached for promotion  

  • Contact promotion agencies and hire promoters/temporary staff

  • Train sales staff and promoters on specific promotions  

  • Communicate sales targets and dispatch materials (gifts, testers, etc.) and sales promotion mechanisms to operators and sales staff 

  • Ensure that appropriate POS materials are in place during promotional events 

  • Monitor sales results daily during promotions 

  • Provide qualitative and quantitative feedback during and after promotions 

  • Ensure tactical offers (SPO’s) are properly set up and provide analysis of performance 

  • Schedule Marketing calendar with clients in collaboration with ASM

Relationship Management  

  • Establish and maintain contact with key individuals at the airport (store managers, category managers, etc.) 

  • Liaise with key individuals regarding merchandising, assortments, and stock issues 

  • Analyze competitors’ markets, products and merchandising tools on the field 

  • Provide and share best practices, bestsellers in the industry, spaces to be considered for Shiseido Group 

  • Collect information from consumers to define needs 

  • Run price surveys in TR; distribution updates to be shared upon request 

  • Regularly report to the Operational Marketing department and the Area Sales Manager on promotions 

Miscellaneous/Ad Hoc

  • Other duties as assigned  

Working Relationships/Key Stakeholders: 

  • Beauty Consultants 

  • Sales Team

  • Marketing Team 

  • International Training Team 

Financial Accountability:

  • Travel Budget 

  • POSM Budget Per Client 

  • Management of P&L expenses in accordance with the ASM 

Qualifications & Competencies:  

  • Bachelor’s degree preferred

  • At least 2 to 3 years of relevant experience 

  • Prior experience in cosmetics/beauty, Travel Retail industry will have an advantage    

  • Oriented to problem solving with strong communication skills 

  • Strong Microsoft Office Suite skills, Adobe programs (Photoshop), plus

  • Ability to work in a multi-cultural environment  

  • Pro-active, independent and can efficiently multi-task in conjunction with different departments

Job ID: 9445 Category: Corporate

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