The Estee Lauder Companies Area Sales Manager, Origins/GlamGlow, Travel Retail Greater China in Shanghai, China

Area Sales Manager, Origins/GlamGlow, Travel Retail Greater China

Brand: Estée Lauder Companies Corporate Departments



Manage and achieve retail sales growth/targets as well as brands’ net sales goals:

  1. Manage, develop existing doors according to brand strategies as well as expand and recommend new business opportunities for both landed and in-flight segments of the business

  2. Working with team to establish and build businesses in new doors ensuring that brand strategies are adhered to at all points.

  3. Develop strong working relationship with retailers

  4. Working with team to ensure timely implementation of marketing programs and ensure correct product mix and assortment are available for each door

  5. Manage a pool of strong sales personnel (office and field) who are well equipped to providing the brands’ iteration of high touch consumer experience


  1. Sales

  2. Monitor retail and net sales performance of individual doors to ensure overall achievement of net/retail sales targets

  3. Drive and manage retail sales, recommending relevant courses of action where necessary and appropriate.

  4. Working closely with retailers to identify and pursue brand growth opportunities

  5. Manage sales and expense budgets in line with budget goals

  6. Analyze the productivity of airline listings and working with marketing team to identify listing opportunities, ensuring that listing goals and relevant NOPs are achieved

Market Share/Competitive Activity

  1. Keep abreast with competitors’ activities and provides feedback on competitive dynamics such as competitors’ activities, pricing, brand ranking and market share for each account

  2. Provides feedback to Marketing department on the success of internal marketing program as well as those of competitors

  3. Knows the market (size, profile, future potential etc.)

  4. Marketing Implementation

  5. Implement and maximize launch opportunities for new programs

  6. Ensure timely sell in of all marketing programs according to marketing strategy, KOL social activations and to specific market needs

  7. Ensure availability of point of sale materials, good utilization and effective use of such support

  8. Negotiates with retailers for promotional space and activity for new product launches and repromotes

  9. Negotiates with retailers on highlights/layout on retailers’ web pages where applicable

Negotiates with in-flight customers on listing of new products and support on ad/visuals

  1. Brand Imagery

  2. Enforce merchandising guidelines at point of sale

  3. Ensure brand image is maintained at its highest standards according to brand guidelines

  4. Monitor closely brand representation in-store and in-flight to ensure that brand is appropriately represented

  5. Provide feedback to Store Design to maximize the utilization of the space and still maintain the brand image

  6. Stock

  7. Negotiates product selection and ensure correct product mix and full assortments to keep stock level healthy for all accounts

  8. Work with retailer, Lachen DC and internal team to manage orders and shipments

  9. Advise on suspected diversion of products

  10. Work closely with retailer, regional marketing and Lachen DC in navigating China HP issues and actively working to manage forward forecasting and bridge stock requirements

  11. Management and supervision of staff

  12. Hires, motivates and manage the sales effort and performance of Makeup Artists/Experts/Stylist through sales incentives and motivational programs.

  13. Coordinate with Training Manager to ensure that field staff is kept up to date on product knowledge with constant improvement on service and selling techniques.

  14. Work closely with team to ensure all sales activities are carried out effectively and in timely fashion

  15. Customer relationship

  16. Maintaining a collaborative relationship with retailers with regular retailer and door visits, regularly providing feedback on product assortment, stock level, sell through and shipments of products

  17. Maintains excellent relationship with affiliate brand personnel to tap on synergy


  1. Bachelor degree, preferably in Sales and Marketing

  2. Minimum 5 years managerial experience, with 3 years’ relevant working experience in duty freeenvironment/cosmetics industry;

  3. Proficient in both written and spoken Chinese is a must as the position is based in China.

  4. Mobile, energetic and willing to travel up to 60% of time

  5. Self starter and team player

  6. Focused and driven

  7. Good presentation skills and strong in written and verbal communication in both English and Chinese

  8. Proficient in MS office (Excel, Words and Powerpoint)

Job: Sales

Primary Location: Asia Pacific-CN-Shanghai

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Job Number: 1711328