The Director Emerging Business is responsible for developing and managing the Company’s vision, strategy and the day-to-day business operations for e-Commerce, Club Channel, White Space/Presence Expansion, and assigned broker (West Business Services). The objective is to increase volume and brand building opportunities and contribute to Revlon’s strategic and financial targets. This position is a non-traditional sales role.
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This role will be accountable for deploying the company's Strategy of Value Creation to expand points of distribution across Revlon’s portfolio of brands in emerging channels and deliver on our mega-growth strategy.
This role collaborates closely with internal cross-functional business partners and is responsible for identifying and expanding new business opportunities. This includes fostering a collaborative business partnership between Revlon and assigned customer(s) and broker(s) while increasing Revlon’s points of distribution, delivering profitable volume growth and share objectives for Revlon, and contributing to Customer’s total category growth. The role will work closely with US Marketing, e-Commerce Marketing Director, Sales Leadership, Sales Insights & Strategy, Finance, and Operations to: develop differentiated product innovation and better solutions to win the beauty consumer; co-develop strategic marketing platforms; share and transform market data into business insights (i.e. product assortment, product placement, and promotional activity); partnership on supply chain solutions and streamlined operations.
This position is also accountable for identifying short and long range growth opportunities based on an in-depth understanding of the competitive landscape, marketplace dynamics, and the company and customer strategies while leading the relationships with the internal and external business partners. Responsible to provide direction/supervisor to sales coordinator, develop and empower others to achieve business results and professional development.
Major Duties:
Develop and execute the Company’s Emerging Business vision and strategy to support the Company’s strategic and financial targets
Lead the overall Emerging business including development of short and long-term business plans, as well as day-to-day operations management delivering top line sales, operating metrics, key performance indices, sales, financial and departmental budgets, and maintaining bottom line targets
Manage the Emerging Business partnerships including relationship building, strategic planning, operational oversight, performance monitoring and contractual management to support Company goals and objectives
Develop and manage business revenue and annual budget for Emerging Business (P&L responsibility). Work closely with US Consumer senior leadership and Finance to develop the annual volume targets and associated P&Ls
Provide leadership for the development and management of Revlon’s e-Commerce website including:
o Project management plan for delivery of e-Commerce website and vendor partner deliverables
o Website and content design
o Business strategy that optimizes traffic, conversion and AOS (average order size)
o Strategy for paid and natural search, electronic direct marketing and affiliate marketing
o Ensuring the day to day effectiveness of content display merchandising, navigation, search functionality, and product presentation maximizes the customer experience
Work closely with Marketing and Sales to design and execute support programs. Develop and test strategies and roll out successful initiatives
o Establish product assortment, placement, pricing strategies
o Define, identify and implement acquisition /retention strategies through alternate channels
o Develop marketing strategies that ensure growth with profitable returns
o Maintain the promotional calendars, ensuring all relevant promotion details are available and aligned with corporate policies
o Keep current with short and long-term market trends and adjust Revlon merchandising and support plans accordingly
o Seek out new partnerships for co-marketing opportunities
Partner with vendor partners/Customer Service to ensure the timely and accurate fulfillment of product orders and ensure high level of customer satisfaction and business efficiency
Collaborate with cross-functional partners (Marketing, Sales, IT, Supply Chain, Customer Service, Finance and Legal) and external vendors, to optimize Emerging Business growth and profitability, including merchandising planning, sales and inventory planning/forecasting
Integrate feedback from Sales Insights & Strategy into marketing site functionality and product presentation requirements. Respond quickly to diagnose and manage any issues
Responsible for tracking the volume metrics, business drivers and costs to make the appropriate business decisions to meet P&L targets. Provide Emerging Business updates to senior –level management
Optimize the performance of the Emerging Business and alternate channels to build customer base, generate sales, order conversion and related transactions. Provide ongoing tracking, analysis and measurement of customer and shopper behavior. Recommend enhancements based on the results / analysis
Provide expertise on current Emerging Business industry best practices, and identify new areas of Emerging Business opportunity for long-term growth and potential expansion into other Revlon markets
Perform special projects, as needed
Knowledge & Skills Required:
Minimum of 8+ years of experience in direct selling, CPG and e-Commerce experience required (Beauty preferred). Specific Club Channel and Emerging Business, e-commerce experience preferred.
3-5+ years of experience providing work direction/supervision to other sales/business professionals.
Strategic Thinking
o Demonstrated ability to identify both short and long range growth opportunities based on in-depth understanding of both company and customer strategies.
o Demonstrated ability to take appropriate risks as part of a comprehensive long-range growth plan.
o Strong analytical skills and ability to convert analytical information into sales tools to promote sales and profit goals within customer business plans.
Innovation and Creativity
o Experience developing successful new business building ideas based on total understanding of the customer’s business drivers and go-to-market strategies
Problem Solving
o Ability to anticipate potential problems and develop proactive solutions to avoid problems
o Ability to think around a multi-faceted issue to identify the best solution
Communication
o Ability to communicate with presence to Customer senior leadership and Revlon management.
o Demonstrated ability to encourage and incorporate diverse viewpoints in a business situation.
Initiative & Follow-Through
o Demonstrated success of proactively planning and delivering results
o Examples of ensuring a plan is followed through to completion and corresponding success
o Must be able to take initiative in working in a flexible, fast-paced team environment
o Detail oriented and execution focused
Leadership
o Examples of leading where appropriate/supporting where appropriate
o Experience maximizing organizational capacity by encouraging individual and group initiative
o Demonstrated success in building trust with a customer
Minimum Education: Bachelor's Debree Required
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