The Field Sales Manager (FSM) is responsible for the delivery of retail sales and building relationships with store teams by direct managing, educating and developing talent and capabilities of Store Managers (SM) and their artist teams.

The FM territories are comprised of Free Standing Stores. The FSM will spend approximately 70% of their time in store interacting with SMs, MAC Artists and consumers to drive client acquisition, engagement and conversion and execution of seasonal plans/promotional calendars. The FSM will assess and manage SM performance and provide frequent, on-going feedback.

The FSM will partner with the AT&D teams to ensure sales training, artistry training, and service objectives are met with excellence in execution. The FSM should process the ability to execute Artistry as well as coach and train Artistry skills.

The FSM must be an enterpriser; Create local plans and specific events to drive enthusiasm and engagement with the customer. Capture consumer insights by observing shopping patterns and competitive activity and use insights to inform action plans. Drive client acquisition through outreach, client management, social influence, oversight of visual merchandising execution, and by building collaborative relationships. Drive conversion through coaching of the selling staff. Use entrepreneurial insight to drive creative solutions to increase sales performance, negotiating for needed resources to support promotional activities, create and oversee event execution, talent planning and schedule optimization.

60% Store Visit allocation

(50% of store visit) Consumer Facing; Driving Sales/Conversion Entrepreneurial/Enterpriser focus

• Coaching/Selling/Driving Conversion with Store Management teams, Makeup Artists, and Freelance On-Call. Model excellent customer service, selling and model 5 star service experience by directly interacting with consumers on brand messaging, product education, and fulfilling consumer needs. I.e. lead by example.

• Drive digital influencing by coaching in store sales teams on how to create a social network, engage with the consumer beyond stores by creating a community, and being a local/regional influencer.

• Position Brand as a leader through social/digital media and being active in social media to promote brand and product story conforming to the guidelines.

• Leverage product and category expertise to drive consumer engagement across all channels through authentic brand and product story telling at the point of experience.

• Understand varying consumer segments/profiles that shop channels (e.g. FSS vs. traditional department store consumer) drive consumer to FSS channel.

• Engage with different consumer segments, communicating brand essence

• Develop consumer relationship management strategies for store teams to build loyal consumer base. (e.g. process for regular consumer outreach, retail partner CRM protocols)

• Drive business through education of employee teams. Modeling behaviors, observing and providing feedback to ensure effective delivery of sales techniques resulting in achievement of productivity goals, sales objectives and brand standards.

(25% of store visit) Team Development; Training, and Coaching of Store Managers and store team.

• Support Brand education: Ensure staff is well-versed in brand messaging, artistry, differentiation and assortment.

• In partnership with Education, develop skills, reinforce training initiatives, and learning agility at the retail level. Recommend specific training and strategies to address the store/ market needs by proactively providing constructive feedback and specific action steps.

• Train and Develop Managers to create and deliver best-in-class brand experience.

• Audit and update schedules to maximize peak hours .

• Ongoing “people management”: evaluation, performance management, etc.

• Ensure a management representative attends store department meetings

• Help complete job orientations and provide thorough training in policies, practices and standards.

• Assist in ensuring the store environment is safe and that work practices are safe.

• Help ensure all relevant human resources records are kept updated and confidential.

• Audit/approve Direct Reports’ expense reports.

(5% of store visit) Reviewing Business Performance

• Observe store teams' interactions with consumers and provide frequent feedback on job performance.  Identify development opportunities and deliver relevant training to cultivate talent and produce highperforming teams that exceed sales objectives.

(10% of store visit) Recruiting/Interviewing

• Perform final interviews and select candidates.

• Liaise with TA team on end-to-end talent acquisition process including utilizing Hirevue technology to identify/select potential candidates for open requisitions.

(10% of store visit) Events/ Event planning

• Partner with retailers, field marketer, NOAM events teams and mall management teams to identify and implement innovative in-store/in mall events, animations, activities and display concepts to drive traffic and cater to the needs of the local consumer.

• Partner with field marketer and NOAM events teams to schedule store events, marketing and advertising for new openings.

(40% of FSM role) out of store/back office;

50% Managing employees (reviews, ER) 65%-Admin work (schedules, payroll, budget management)

• Analyze the business and identify sales goals/targets to be set, proactively anticipate and rectify obstacles to goal achievement using critical problem solving skills, target specific KPI’s relevant to the business, strategize client engagement to attract, convert, and retain clients. Develop sales goals at door level, refine revenue calendars by month, week, day

• Maximize selling staff’s productivity through hour utilization, schedule optimization/planning and goal management.

• Management of weekly payroll approval process

• Audit/approve schedules to maximize peak hours and support training objectives.

• Manage Annual Performance Management review process. Provide performance reviews for Store Managers.

• Review and Approve performance reviews for store staff, utilizing scorecards/metrics and feedback.

• Responsible for the preparation of meeting materials, i.e. analysis of business results vs. plan and by door projections for the future season; staffing, and marketing/event calendars with results.

• Oversee management of revenue calendars/ sales planning documents, weekly by location.

• Selling cost expense management, including re-deployment across locations to maximize opportunities or minimize liabilities based on sales trend (incl. flex team).

• Partners with Centers of Excellence (Sales Reporting and Analytics, Point of Sale, Marketing Coordination and Communication, Education, HR/People Management and Freelance) to more effectively manage and lead business.

• Provide insight and feedback on training needs and effectiveness of training initiatives.

• Build Business to Gain Market Share - Create feedback loops to the brand: Consumer, product, and Artist needs, competition's products, service offering and activity; maintain in-depth knowledge of market trends, demographics and customer needs/behaviors and reactions. Share feedback with central teams

• Develop good working relationships with Brand leaders, COE staffs and point of sales teams.

QUALIFICATIONS

• 3+ years’experience managing retail POS stores/counters/regions in luxury business preferably Beauty industry.

• Solid understanding of sales, product knowledge, events, operations, retail culture and cosmetic industry, plus ability to delivery artistry.

• Ensure delivery of overall sales plan by door/territory.

• Create and maintain strategic partnership with retailers, brands, COE functions and Artists; POS employees.

• Leverage deep understanding of the retail markets, competitive landscapes and current beauty trends.

• Ability to lead, coach and develop direct pay staff in order to achieve goals.

• Ability to see problems and develop action plans to get past them (inventory/stock issues, staff performance, turnover, logistical issues related to events, etc.)

• Enthusiastic mentor and strategic thinker

• Entrepreneurial competency and motives

• Charismatic individual with strong negotiation and communication talents

• Ability to work in a fast-paced collaborative environment with multi-unit management skills.

• Availability to work key business hours including weekends.

• Must have a valid driver’s license to operate ELC Fleet vehicle.

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. It is Company's policy not to discriminate against any employee or applicant for employment on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. The Company will endeavor to provide a reasonable accommodation consistent with the law to otherwise qualified employees and prospective employees with a disability and to employees and prospective employees with needs related to their religious observance or practices. Should you wish to apply for this position or any other position with the Company and you believe you require assistance to complete an application or participate in an interview, please contact USApplicantAccommodations@Estee.com.

The Estée Lauder Companies (ELC) is the global leader in prestige beauty. ELC is the only company focused solely on prestige makeup, skin care, fragrance and hair care with a diverse portfolio of 25+ brands sold in approximately 150 countries and territories. Infused throughout the organization is a passion for creativity and innovation — a desire to push the boundaries and invent the unexpected — as we continue the bold work of the company’s founder Estée Lauder.