Elemis - National Field Sales & Education Director

National Field Director

Who We Are: We are a skin wellness brand with an aromatherapist's soul, an artist's spirit, and a scientist's commitment to results. An innovative and global British skincare brand with over 30 years of expertise and available in over 100 countries, we believe in "truth in beauty."

Position Overview: The National Field Director is responsible for driving revenue growth and expanding market share. Dedicated to developing innovative sales strategies, leading a high-performing sales team, and fostering strong relationships with key accounts. This role supports the field team and collaborates closely with operations, education, events, and marketing to ensure alignment and maximize overall effectiveness. The National Field Sales Director reports directly to the Senior Vice President.

Key Responsibilities

Sales Strategy:

• Develop and implement effective sales strategies to achieve targets and expand market share on a weekly, monthly seasonal strategies.
• Analyze and share market trends to identify new business opportunities.

Team Leadership:

• Lead and mentor a high-performing sales team, setting performance goals and providing ongoing coaching.
• Hire, train, and develop best in class talent.
• Foster a collaborative team environment that encourages open communication and feedback. Recognize and celebrate team achievements to boost morale and motivation.
• Provide constructive feedback and conduct monthly performance reviews to promote continuous improvement.

Key Account Management:

• Build and maintain relationships with key accounts and retailers. Collect feedback from retail partners to guide decision-making and proactively address any concerns.
• Hold weekly individual business account strategy conversations/planning, identifying opportunities to shift or increase performance.

Performance Analysis:

• Monitor sales reports and metrics, providing regular updates to ACS/AEs during weekly individual touch bases and weekly regional calls.
• Utilize data to adjust strategies as necessary.
• Conduct weekly team meetings to review sell-through success and opportunities. As well as going over stock opportunities. This includes conducting one-on-one touch base meetings with Account Executives to assess performance, provide support, and align on goals and strategies.
• Host and manage quarterly meetings with AE's and freelance team.

Training and Development:

• Collaborate with the education team to ensure the sales team is comfortable and well-versed in brand-specific knowledge and education.
• Foster collaboration and participation within the team to promote best practices and enhance overall performance to optimize store visits.
• Manage weekly ESV (Education Sales Visits), and report BA's trained and average dollars generated.
• Conduct monthly as we as seasonal market visits providing strategy and analysis.

Event Coordination:

• Oversee promotional events and product launches, ensuring alignment with sales goals in partnership with event team.
• Maintain record of historical data for future planning.
• Analyze promotional events by reviewing last year's liabilities to ensure that sales goals are met and optimized.
• Collaborate with event manager to ensure all liabilities and communications are addressed for a successful execution of events.
• Provide feedback to the event team with opportunities and challenges.
• Book events at store level and share the event bookings with the events team.

Collaboration with Marketing:

• Work with marketing to align sales strategies with promotional campaigns.
• Share in-store brand opportunities that directly affect our brands.

Budget Management:

• Manage budget to ensure profitability and meet deadlines for reporting expenses and other requests.
• Manage T&E.
• Manage freelance dollars spend.

Operational Collaboration:

• Collaborate with Account Management Sales Directors to manage car stock orders for ACs/AEs, ensuring proper allocations prior to shipping. This includes overseeing samples and testers for department stores through the sales operations team.
• Collaborate with EDU team to manage car stock orders for ACs/AEs, ensuring proper allocations prior to shipping. This includes overseeing samples and testers for department stores through the sales operations team.
• Manage weekly Jot Form OOS entries, with oversight from the Sales Operations Team, ensuring all out-of-stock reports are accurately submitted.
• Manage bi-monthly competitive information.
• Manage newness report on a bi-weekly basis.

Business Planning and Event Tracking:

• Manage business planners (DBR) directly with AEs; revise as necessary.
• Upload all FSC events and future events by the 6th of every month, communicating due dates to Acs/AEs.
• Manage all entries weekly; share with the events team at month-end.

New Hire & Brand Training:

• Ensure all new hires receive a warm welcome and comprehensive training with the necessary tools to excel in their roles, including creation of a detailed onboarding schedule and follow-up support.
• Communicate with education trainers to schedule sessions for new hires, at least 2 weeks prior to hiring dates.

Key Performance Indicators (KPIs):

• Operating profits for all brands
• Net Sales Achievement for all brands
• Sales Achievements for all brands
• Administration & Reporting
• Field relationships & onboarding

KPI Competencies:

• Passion
• Self-Reflection
• Talent Development
• Organization Development
• Business Competencies
• Business execution ability

Reports To:

• Direct Report: SVP of Sales and Education
• Indirect Reports: Executive Leadership – While not a direct report, the Director will interact with and provide updates to the Executive Leadership team as needed for high-level decisions and strategic alignment.

Elemis is an equal opportunities employer. This means that, when making decisions about our employees' careers with us, our main considerations are their ability to do their jobs and develop in their roles. One way we cultivate change is by creating a more diverse and inclusive workplace and organizational culture. As part of this, we are committed to building an environment that is free from discrimination and harassment, where everyone feels respected and valued. We recruit positive minded people who share our core values and our commitment to sustainability.