The Estee Lauder Companies Senior National Sales Director in Shanghai, China

Senior National Sales Director

Brand: Estée Lauder


Major Responsibilities:

  1. Develop and implement sales strategy according to achieve Fiscal Retail Sales, Net Sales and Net Operation Profits targets.

  2. Develop and manage accounts to increase and maximize net profitability by optimizing space, location, inventory and efficient sales, personnel allocation while minimizing sales cost.

  3. Develop and manage the sales team, and build a strong and stable field force.

  4. Maximize the allocation of resources and meet productivity targets.

  5. Manage the retail relationship by door, and work closely with Marketing Manager to ensure trade marketing program be developed to maximize productivity by door.


Sales Management:

  • Participate in determining market potential and brand distribution development: total distribution and by door for the next 3 years.

  • Prepare and propose retail sales plan, ranking objectives, market share by door to Brand Manager. Achieve Fiscal and Calendar year plan.

  • Prepare and propose the business mix including promotional percentage, category mix and inventory mix.

  • Make the annual and monthly sales forecast (both sell-in and sell-through)

  • Make the annual and periodically resource plan and budgeting.

  • Manage and allocate the T&E budget

  • Build retailer relationship and maximize brand’s exposure including from store magazine to light box and growth opportunities at all doors.

  • Ensure 100% execution of the Marketing Program as directed by the Marketing, and develop trade marketing program with Marketing Manager to ensure productivity and opportunities by door be maximized.

  • Proper allocation of resources, ensure that all tools provided e.g. samples, GWPs, etc. are used as directed.

  • Ensure that all counters follow the merchandising guidelines and hygiene standards as directed by Visual Merchandising.

  • Monitor closely inventory position to ensure its cover month and mix reflects 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. Confirm all orders and open to buy with store management.

  • 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

  • AC reporting system

  • RSM reporting system

  • Operational reporting system

  • RSM/AC/CM/Counter daily working, meeting and review standard setting

  • SOP execution and evaluation periodicaly

  • Provide up-to-date analysis and report to brand manager 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 logistic and sales techniques on new product launch and promotions

  • Competitors’ activities

  • Any personnel issues

Team Management:

  • Provide support, advice and direction to the Regional Sales Manager.

  • Set up the proper organization for the sales team.

  • Make the annual headcount plan

  • Build up the talent pool for each level from ACM 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 – training needs etc.

  • Recruit, coach, supervise and motivate the sales team (both office and counter) with the objective to maintaining the agreed level of productivity while sustaining the team’s stability and morale. Provide career development plan to all sales team member.

  • Work closely with Brand Manager to develop salary and commission/incentive scheme for sales force.

  • KPI design, performance tracking and review on regular basis for both office and counter



Relevant Indicators:

  • Previous Management experience (e.g. National Sales Manager or Regional Sales Manager).

  • Numeric ability (essential).

  • Computer literate: Word and Excel (essential).

  • Negotiation skills (highly desirable).

  • Fluent English and Mandarin a must.

Job Competencies:

  • Results 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.

Job: Sales

Primary Location: Asia Pacific-CN-Shanghai

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Job Number: 174583