Job DescriptionThis role will support the Quebec Market in a remote capacity, however the position will be located in the Parfums Christian Dior Toronto Head Office.Within the Canada Field team, the Account Executive is responsible for driving total business development within a specific territory by strategically executing brand programs across open sell retailers-notably Sephora and Shoppers Drugmart.
This role focuses on achieving and exceeding sales plans and Customer Relationship Management (CRM) benchmarks by account, developing Dior Brand Ambassadors, building relationships with the retailer employees, and upholding the Dior brand image at the store level. A key focus is accelerating retail sales, improving product knowledge and confidence in sales, and improving client experience all through digital communication methods ie TEAMS, ZOOM etc, requiring regular and meaningful touchpoints with remote stores. This is an in office role.
The holder of this position will work closely with various functional partners, including Retailer Beauty Advisors, Store Management, Sales, HR, Merchandising, Retail Education, Retail Excellence, Retail Events. This role reports to a Regional Sales Director, and will supervise Selling Specialists, and Freelancers.
JOB RESPONSIBILITIES : Day-to-Day Missions
Business Strategy- Sales Goal Achievement: Develop and execute a territory-specific plan to achieve and exceed sales goals, aligning with brand strategy and focusing on revenue, market leadership, rank and penetration.
- Market Analysis: Partner with the Regional Sales Director to prioritize decisions based on market, trends and competitive landscape. Implement strategies to maximize business opportunities.
- Collaboration: Collaborate with key stakeholders to enhance CRM, brand image, assortment, educational programs, inventory and company ambitions.
- Omni-Channel Expertise: Maintain in-depth knowledge of Retailer CRM programs and Dior.com programming to optimize the omni-channel client experience.
- Brand Image & Execution: Ensure the brand image and 3606 execution of product launches, and visual merchandising are consistently upheld.
- Market Strategies: Develop weekly, monthly, and annual market strategies to support business priorities and events.
- Budget Management: Optimize Selling Specialist productivity through strategic staffing, T&E reconciliation and maximizing instore spend in line with allocated budgets.
- Profitability: Be accountable for profitability/ROI and aware of P&L implications where applicable. Exemplify ownership by strategically managing budgets, fostering innovative approaches to spending, and actively seeking new avenues to drive incremental return on investment.
PEOPLE MANAGEMENT & DEVELOPMENT- Leadership & Motivation: Lead, coach, and motivate internal and external Brand Ambassadors to promote Dior values and achieve objectives while fostering creativity and innovation. Maintain an "always on stage" professionalism as a DIOR representative elevating the brand.
- Skill Enhancement: Enhance the skills and capabilities of Freelance associates, Multi-Brand Beauty Consultants and store teams, focusing on individual learning, and collective productivity goals. Using the brand tracking tools.
- Talent Acquisition: Recruit, hire, and develop talent, emphasizing retention of high-performing teams and creating succession plans.
- Training & Processes: Ensure the consistent roll-out and execution of tools, products, services and brand elevation provided by Dior, including training initiative follow up.
- Store Support: Conduct regular store TB (with a cadence and store list approved by your manager) to provide remote business reviews and coaching to brand teams, with emphasis on leveraging A-C volume doors and creating a strategic cadence with freelance support. Leverage your expertise in product, service, and artistry to coach and support Selling Specialists using selling techniques & playing an virtual role playing.
- Productivity Maximization: Maximize productivity within specialty-multi retailers through employee engagement, training, operational excellence, and effective leadership of freelance staff.
CLIENT EXPERIENCE- Experience Analysis: Analyze and improve client experience, developing action plans in partnership with retail and education teams.
- Clientele Development: Identify outreach opportunities and develop targeted plans with managers and retail partners, consistently coaching towards rank goals.
- Service & Product Knowledge: Ensure Selling Specialists are trained on how to deliver exceptional services and product recommendations to clients, while also providing the storytelling of the DIOR dream.
- Relationship Building: support retail teams in developing exceptional client relationships.
- OPERATIONS
- Operational Excellence: Guarantee operational compliance and excellence in execution, adhering to PCD guidelines at all points of sale. Manage third-party freelance schedule to deliver business results while maintaining within budget
- Communication: Ensure efficient communication with HQ and planning teams, meeting all deadlines for administrative and reporting tasks.
- Scheduling Organization and Support: Lead and manage the freelance schedule in ALLWORK, and HASM to ensure brand presence on key days and primary selling periods.
- Issue Resolution: Identify, consolidate, and report operational needs or issues (VM, POSM, IT, stock, etc.) and facilitate timely resolution.
- Inventory Management: Assist in optimum inventory levels through clear communication with the sell-in team, regular reconciliation of on hands with the retailer partner in store.
- Tool Implementation: Support the implementation of Retail Operations and productivity tools.
- Promotional Activities: Plan, coordinate, and execute promotional activities to drive incremental retail
- Visual Merchandising: Communicate and implement VM guidelines from HQ for seasonal updates and launches; including store specific planograms for Skincare, Makeup and Fragrance with regular review across tri-axe brand image elevation standards.
RETAILERS & PARTNERSHIPS- Relationship Building: Build strong relationships with retailers and location management, collaborating on data sharing, competitive analysis, team management, goal alignment, and event preparation.
- Negotiation: Identify opportunities and partner with management to negotiate with retailers and stakeholders.
- Partnership Development: Develop partnerships with retailers, retailer employees, community networks, mall management, and other sources within the LVMH community. Partner with store and district leadership to identify and execute education, event opportunities, and scheduling strategic in-store freelance support.
- Opportunity Identification: Leverage market relationships to identify new and unique business opportunities.
- Value Alignment: Align retailers with PCD's values, vision, and ambition, ensuring a unified approach that elevates the brand's presence and perception in the market.
Qualifications- 5+ years of sales experience in cosmetics, working in a Counter Manager, Boutique Manager or Department Manager or Business Director position.
- Prior experience as a people manager, leading a minimum of 10 team members
- Proven experience in hiring, training, and developing sales personnel
- Strong understanding and knowledge of leading beauty and fragrance brands and their competitive positioning
- Strong understanding of operating practices of key Multi-Brand, Department Store, and Specialty retailers
- Proficient remote educational experience is required to develop and coach retailer/freelance staff, uphold brand image and operational standards, and foster an elevated client experience.
- Must be available to work weekends and key retail traffic-driving holidays to maximize impact and capitalize on peak business periods.
- Based on Market and business needs, travel including overnight are required.
- Travel requirement of approx. 10%-15% must be based as per manager's discretion.
Additional InformationThis job description is intended to cover the core accountabilities of the position and is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
LVMH Inc. uses the published salary range as a guideline to provide our employees with market competitive pay while allowing for flexibility to recognize and reward various levels of expertise, performance, and tenure.
While the published salary range is a good faith reflection of the targeted salary level for the position, LVMH Inc. reserves the right to pay outside of the published range of $85,000-110,000.
