Coty is one of the world’s largest beauty companies with an iconic portfolio of brands across fragrance, color cosmetics, skin care and body care. COTY is the global leader in fragrance and number three in color cosmetics. COTY’s products are sold in over 150 countries around the world. COTY and its brands are committed to range of social causes as well as seeking to minimize its impact on the environment. For additional information about Coty Inc., please visit www.coty.com.
POSITION OVERVIEW: The Retail Specialist is responsible for all sell-out duties pertaining to their assigned stores, with a main responsibility of growing retail sales & going after Market Share gain. The RS is the liaison between the stores and Coty management; instrumental in implementing the strategies of the company, assisting the KAM/ASM in managing the specified territory and accounts.
1 - Maximize the sale of Coty products by developing a highly skilled and motivated Fragrance & Beauty Advisor Team
Establish monthly sales objectives by airport and individual targets
Follow-up and correct deviations from targets
Analyse sales methods and support teams to improve techniques
Propose and follow up incentive program to push sell out
Recruit permanent staff: Job search, interviews, applications, ID passes approve expenses, etc…Liaise with the local HR for all processes
Ensure Bas are fully equipped to best performed their job (merchandising, guidelines, marketing activities, minimum display quantities, visuals rights…)
Manage agencies relationship, recruit seasonal staff and promoters depending on the budget set by head office team and promotion plan in place
Coordinate working schedule for each airport according to peak times, flights, promotions, vacations, absences and shop regulations
Coach our Beauty Advisors on perfect store principles and sales technics
Help set up of trainings with regional training manager
Train Promoters and Retailer’s staff on of novelties and animations
Be LiveBeautyApp ambassador and spread usage together with best practices
Conduct personal BA reviews and ensure monthly team meeting
2 - Ensure Perfect Store execution on our brands
Ensure the most qualitative representation of the brands on the shop floor as per head office guidelines (clean shelves, furniture and products, uniform, logos, visuals, planograms…)
Ensure testers, POSM, and GWP are in place and well maintained
Review distribution, assortment and merchandising in line with head office guidelines and customer agreement for non-branded space and generic spaces
Coordinate implementation of promotions, share pictures and feedback to head office team and on TRIP
Own local animation execution, define assortment and sales targets with Area Sales Manager, analyse results
Arrange and follow-up on decoration and furniture maintenance with contractor or retailers
3 - Coty Local Ambassador: Develop good and supportive relationships with the clients (HQ and shop floor)
Influence local management to optimize plans on COTY portfolio:
Present and submit marketing plans and new products on time
Recommend increased level of stock according to opportunities, merchandising changes or new product introductions
Win secondary locations in the shop through local customer teams
Find and update Head office team on new or existing opportunities as well as refurbishments and new openings
Main contact for agencies to recruit and train promoters. Ensure agencies follows KPIs set by head office team
4 - Market analysis
Monthly sales report for each account/shop (vs. budget and vs. PY) with explanation of main deviations
Store visit summary highlighting opportunities and help needed/next steps to KAM
TRIP reports in line with guidance on top airport & executive doors
Pricing and competing brands reports to help head office team understand market dynamic
Reports findings on promotion sales performance and innovation feedbacks (with pictures and sales results) and new launches to Area Manager
Analyse space and improve them via permanent call on shop and merchandising managers. Recommend major changes to the KAM.
KEY COMPETENCIES
Strong people skills: manager and leader to ensure success of the team
Good negotiation skills to develop strong relationship with retailer, agency and store team
Very organized to follow up on all BA admin part and ensure POs are raised on time and are in line with budget
Attention to details to ensure perfect store in place
Analytical skills to be able to review sales performance and propose strong recommendation
