Area Sales Manager

Job ID: 2018-3485

Brand: Goldwell, KMS

Location: SE - - Stockholm

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The aim of role is to drive sales performance through sales representatives by identifying opportunities to enhance the profile and image of Goldwell, KMS (where available) and Olymp products whilst maximising the profitable distribution of the respective brands distributed in the market to Hairdressing Salons.

This role supports to roll out the Sales Strategy and to drive and deliver the Global Salon Strategy. This role has a direct impact upon the profitability of the business. This role will be tasked with creating the right structure and devising and implementing initiatives that will deliver results in both new and existing customers.

Role holder must be able to train and develop sales team’s skills through formal tuition and regular on-job coaching.


  • Responsible for Netsales development in respective area
  • Provide local Country Sales Director and/or Nordics Sales Director with all needed input regarding market/customers/competitive trends/people etc.
  • Provide input for budget planning to the local Country Sales Director and/or Nordic Sales Director
  • Execute against agreed strategy to maximum impact to include new account presentations, promotional activity plans and new product launch ideas
  • Lead on the delivery of successful sales campaigns (in conjunction with Marketing) in line with the global salon strategy for existing accounts and new business. Answer questions from the sales team related to Campaigns.
  • Ensure best possible execution of all key initiatives in respective area (best practice)
  • Member of the local SME Lead Team, give valid input to all SME related topics
  • To act as an ambassador of the organisation and maximise any opportunities to promote the name, image and reputation of our business at g. industry functions, networking events, meetings with new and existing clients
  • To identify and develop opportunities to enhance team working across the business with Education and Marketing
  • Develop, manage, and oversee the process for evaluating new and existing partnership
  • Work with team members to appropriately allocate responsibilities and ownership of deliverables and to provide ongoing feedback, coaching and mentoring as appropriate
  • Compliance: lead the team and show exemplary behaviour to work in line with the compliance policies of Kao
  • Forecasting of monthly net sales and flash deviations vs. budget.
  • Respond to questions from the sales team regarding queries on Commission calculations.
  • Help to develop yearly plan for sales meeting, book and plan and execute the sales conferences. Book participants trips and accommodations.
  • To ensure all company credit control terms are met and not exceeded by customers.

People Management

  • Manage and coordinate a team of Sales Rep´s ensuring clear direction is provided by setting targets, prioritizing tasks, assigning responsibility and monitoring work flow
  • Responsible for resource planning of respective Sales Team
  • Support team on a day to day basis to ensure profitable sales and distribution targets are maximised and accountabilities and targets are clearly defined
  • Regular co-driving with team members to motivate, coach, lead and share best practice that are critical in achieving success. Initiate action plan for weak performers.
  • Take responsibility for the effective management of all employee related matters that result in problems being resolved quickly and performance issues tackled at an early stage
  • Ensure adherence of the team to company established principles including the Business Conduct Guidelines and the Kao Way.


  • 5-10 years' experience working in Sales Divisions with a track record of identifiable successes in same/similar industry sectors i.e. beauty, health and possibly fashion
  • How a Sales Division should be managed and how best to drive continuous sales performance improvements through team members
  • Must know in detail how haircare industry works and has useful contacts across the entire sector or has experience of sales functions in similar FMCG businesses
  • How to devise sales strategies and promotions that can be put in place as part of a long term plan or at short notice to boost sales
  • Ideally studied business/sales management at college to graduate/post-graduate level
  • Coping with variety of sales business cultures/personalities, competing priorities and regular long working days
  • Estimated average 3-4 travel days per week for co-driving, customer meetings, head office meetings etc. depending on business need
  • Presence in the country head office based on business need

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