Director, Sales (CVS)
Revlon - New York City, NY
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At Revlon, we create beauty innovations for everyone that inspire confidence and ignite joy every day.Breaking beauty boundaries is in our company's DNA. Since its game-changing launch of the first opaque nail enamel in 1932 (and later, the first long-wear foundation), Revlon has provided consumers with high-quality product innovation, performance, and sophisticated glamour. Elizabeth Arden made waves as a woman-led beauty company in the 1920s. In 1931, Almay became the original hypoallergenic, fragrance-free beauty brand.Today, Revlon resiliently continues its legacy as a leading global beauty company. Our diverse portfolio-which consists of some of the world's most iconic brands and product offerings in color cosmetics, skincare, hair color & care, personal care, and fragrances-is sold around the world through prestige, professional, mass, and direct-to-consumer retail channels. These brands include Revlon, Revlon Professional, Elizabeth Arden, Almay, American Crew, CND, Cutex, Mitchum, Sinful Colors, Creme of Nature, Britney Spears, Christina Aguilera, John Varvatos, Juicy Couture, Ed Hardy and more.We honor our heritage, embrace change, and applaud diversity. We champion our employees and celebrate our consumers.We are Revlon, together, transforming beauty.Position OverviewResponsible for developing, executing, and fostering a collaborative business partnership between Revlon brands and Customer(s) that delivers volume, share, and profit objectives for Revlon (i.e. assigned brand categories), and contributes to the customer's total category growth.Through a total understanding of customer and company business objectives can develop a cohesive vision, business plan strategy, and action plans that will deliver, with excellence, the agreed-to business results. Responsible for challenging the status quo to develop new go-to-market opportunities and obtain widespread support by working effectively with others. Ability to penetrate the customer organization, including merchandising, marketing, supply chain, and finance at the appropriate levels, institute agreed-to business principles, and have regular contact.Major Duties: Execute Long Range Planning and annual Joint Business Plans that incorporate company and customer timelines to ensure maximum execution and volume from joint efforts to include:Develop relationships, and joint ventures, and have regular contacts with leaders and buyers at CVS and Rite Aid.Developing long-term, profitable, and sustainable growth across Revlon and Customers KPIsExecute the Customer Business Planning Process and Joint Business Plans that incorporate company and customer timelines to ensure maximum execution and volume from joint efforts to include:Volume ForecastingIdentification and execution against key business driversLong lead time planning with customers to maximize executionEffective management of the Company's Market Development Funds Developing long-term, profitable, and sustainable growth in POG and secondary spaceAccountable for Annual Gross Sales. In conjunction with the VP of Sales, develop the annual volume targets and associated P&Ls. Educate and provide business updates to senior members of Revlon on Customer's progress, strategy, and outlook. Responsible for the tracking of the volume, and making appropriate business decisions to meet agreed to P&L targetsDevelop, implement, and monitor the customer's Weekly and Annual consumption plan for integration into the overall account business planUtilizes strong customer focus to understand key drivers of business and action customer needsIn conjunction with sales analyst, collects business, point of sale, and market trend data and analyzes to develop new business growth and opportunitiesPro-actively works with all internal and external contacts to achieve business goalsDevelopment of weekly consumption forecastsTracks and analyzes weeklymonthly results to determine progress against plan and identify gaps and opportunitiesCreates "Close the Gap" plans where requiredWithin the team, create and maintain weekly activity plans for 4P execution WeeklyMonthly internal communication to account for results and gap-closing actions.Pro-actively works with all internal and external contacts to achieve business goalsDevelop and implement business-building strategic plans to capitalize on opportunities and mitigate risksIntegrates RevlonElizabeth Arden's corporate strategy with customer's go-to-market strategyIn conjunction with the Demand Planning team, maintain up-to-date Shipment forecasts by segment and item.Develop strategic plans to create opportunities, execute forecasts, and plan contingenciesIdentify opportunities and risks and develop plans for Demand MeetingsLead the Demand planning portion for Revlon and Almay Color Cosmetics with your Replenishment partner; before Demand Planning meetingsLead, develop and facilitate internal and external relationships in support of the business objectivesInternal - Develop retail action plans to improve shelf conditions and become more efficient with internal teams below:Sales Insights and Strategies TeamMarketingTrade MarketingFinanceLogistics and Inventory ManagementExternal - Key strategic alignmentinfluence with external teams listed belowCategory ManagementStore OperationsBeauty Advisor LeadershipManage the Market Development Fund (MDF) for the customer's brands to ensure account profitabilityDetermines financial needs based on business plans and ROI analysisAnalyzes event ROI's on incremental investment and opportunitiesGains authorization for investmentTracks actual investment vs. plan to ensure budget adherence and develop modified plans to remain within budgetProcesses account claims on an ongoing and timely basisManages the customer P&L to meet objectives set forth by CBD LeadershipIn conjunction with the Inventory planning and Logistics team, work to mitigate returns Markdown riskManage timely shut-off of discontinued SKUs based on customer inventoryImplement markdowns where there is a financial benefitReview all NewBonus PPKs to determine the "right" amount of inventory is sent to each storeOversee multiple direct reports to include development and performance feedback and coaching.Provide channel leadership and support on planning, administration, partnerships (i.e. broker support team(s), & collaborate with colleagues within the team & across salesPerforms other related duties as requiredNumber of Employees supervised directly through Subordinates: 4 Exempt employeesKnowledge and Skills Required: 7+ years of direct selling experience within the CPG industry required ( Cosmetics, specific applicable Channel experience preferred)Preferred CPG experience with selling tomanaging relationships within drug channels, ideally CVS.Strategic ThinkingDemonstrated ability to identify both short and long-range sustainable growth opportunities based on an in-depth understanding of both company and customer strategies.Strong analytical skills and experience converting analytical information into Sales tools to promote sales and profit goals within customer business plans.Demonstrated ability to take appropriate risks as part of a comprehensive long-range growth plan.Execution (Initiative & Follow-Through)Ability to drive for results and flawless executionAbility and desire to operate as a "hands-on" operational leader (in addition to strategic responsibilities)Maintain accuracy for assigned product categories (Within Revlon - includes Brand Drivers for assigned product categories and MDF planner maintenance)Demonstrated success in proactively planning and delivering results.Demonstrated ability to ensure a plan is followed through to completion and corresponding novation and CreativityExperience developing successful new business-building ideas based on a total understanding of the customer's business drivers and go-to-market strategies.Problem SolvingAbility to anticipate potential problems and develop proactive solutions to avoid problems.Ability to think around a multi-faceted issue to identify the best municationAbility to communicate with presence to assigned Customers and Revlon management.Ability to communicate effectively, actively, and cross-functionally to ensure a thorough understanding of programs, customer needs, and competitive activity.Systems SkillsAdvanced Word, Excel, PowerPoint, and Adobe Acrobat skills necessary. Knowledge of Access is a plus.Minimum Education Required: Bachelor's Degree RequiredMinimum Years Experience Required 7+ years direct selling experience required (Cosmetics experience preferred) Experience managing selling relationships with CVSRASPECIAL REQUIREMENTS OF THE POSITION: Direct selling experience required preferable within Drug channel: Travel #LI-Hybrid #LI-PD1The base pay range for this position is $160,000 and $180,000year; however, the base pay offered may vary depending on skills, experience, job-related knowledge, and geographic location. Certain positions may also be eligible for short-term incentives as part of total compensation.This role is eligible for an annual bonus based on company performance.Employees (and their families) are eligible for medical, dental, and vision benefits. Employees are covered by the company-paid basic life insurance policy and company-paid short-term disability insurance (the benefit commences upon hire and allows for a portion of base salary for up to 26 weeks if you are disabled). Other benefits offered to employees include but are not limited to the following: long-term disability, supplemental life insurance, flexible spending accounts, critical illness insurance, group legal, identity theft protection, etc. Employees are also able to enroll in our 401k Retirement Savings Plan.Employees will also receive 4 weeks of vacation, pro-rated based on the date of hire for the 1st year of employment, and twelve paid holidays throughout the calendar year. Vacation will depend on the role. Equal Opportunity EmployerProtected VeteransIndividuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
Created: 2025-02-17