Area Sales Manager, Travel Retail Americas

Brobston Group; Miami (FL); On-site; USD 110,000 - 160,000; Full time

Benefits offered by this job

Medical, Dental, & Vision Insurance

401K with Company Match

Paid Time Off

Product Discounts & Annual Gratis

Employee Discount

Job summary

Shiseido is seeking an Area Sales Manager to act as the primary commercial lead for assigned Travel Retail accounts across the Americas. You will drive revenue growth, expand market share, and achieve annual sales and profitability targets through strategic account management and collaboration with retail partners.

In this role you will oversee forecasting, promotional planning, and performance analysis to support business objectives, ensuring strong execution at the point of sale through Retail

Qualifications

• Bachelor's degree in Business Administration or related field; Master’s preferred.
• 5–6 years of relevant sales experience with proven results.
• Cosmetics/beauty/Travel Retail experience preferred.
• Entrepreneurial mindset with ownership.
• Excellent communication and interpersonal skills.
• Strong negotiation and leadership capabilities.
• Fluent English and Spanish; Portuguese is a plus.

Responsibilities

• Lead multi-brand strategies and manage key Travel Retail accounts.
• Prepare forecasts, promotions, and pricing aligned with brand goals.
• Negotiate terms, secure agreements, and monitor retailer commitments.
• Develop retailer partnerships and drive sell-out performance.
• Provide market research and regular updates to leadership.

Skills

Communication skills

Negotiation

Leadership

Analytical thinking

Cross-cultural

Time management

English & Spanish

Education

Bachelor's degree in Business Administration

Master's degree preferred

Tools

Excel

PowerPoint

Job description

Your Dreams, Our Future.

Join the dynamic and diverse team at Shiseido. Be a part of a portfolio of prestige beauty brands which includes Clé de Peau Beauté, Drunk Elephant, Dr. Dennis Gross Skincare, NARS, SHISEIDO and several prestige fragrance brands including Issey Miyake, Narciso Rodriguez and Tory Burch. At Shiseido we value and celebrate human diversity, with a rich tapestry of employees from all backgrounds and experiences. Be inspired by the array of skills, knowledge, and integrity of your colleagues, and join our driving force as Shiseido continues its pursuit of beauty innovations for a better world.

At Shiseido, we focus on our people. We strive to foster a collaborative workplace culture where creative thinking, inclusivity and unique diverse perspectives are celebrated in order to drive success for both our employees and the company as a whole. By prioritizing our team and promoting an open-minded environment, we push the boundaries of what's possible and bring new ideas to life.

JOB SUMMARY

The Area Sales Manager serves as the primary commercial lead for assigned Travel Retail accounts, responsible for driving revenue growth, expanding market share, and delivering annual sales and profitability targets. Through effective account management and collaboration with retail partners, this role supports the execution of commercial and brand strategies across the region.

Working closely with internal stakeholders and external partners, the Area Sales Manager oversees forecasting, promotional planning, and performance analysis to support business objectives while ensuring strong execution at the point of sale through Retail Managers. This position requires a highly commercial, results-driven professional with strong relationship-management, negotiation, and analytical skills.

WHAT YOU WILL DO

Business Development & Account Management

• Execute long-term business strategies utilizing a multi-brand approach, key account management, and commercial and marketing initiatives to expand Shiseido Group market share across the Americas.
• Manage client P&L performance and business profitability.
• Drive sell-out performance and achieve sell-in plans and budgets for assigned Travel Retail accounts.
• Maintain and update sales forecasts based on market trends and business performance.
• Support negotiations related to margins and brand placement.
• Develop promotional strategies and action plans to strengthen retailer partnerships and support business objectives.
• Monitor competitor performance, promotional activities, incentive programs, and market developments, providing recommendations and feedback to Head Office.
• Analyze sales results, product assortments, and product mix to support achievement of sales targets.
• Support pricing strategies for each account in alignment with brand and retailer guidelines.
• Ensure merchandising, assortments, and planograms are executed in accordance with brand standards across retail locations.
• Lead, coach, and develop Retail Managers to support business objectives and retail excellence.

Business Agreements & Client Relations

• Present business and sales strategies to clients.
• Negotiate and secure client agreement on business objectives and action plans.
• Obtain client approval and sign-off on applicable commercial terms and conditions.
• Ensure compliance with brand agreements and retailer commitments.
• Organize and participate in client visits and business reviews.
• Identify opportunities to enhance brand visibility at the point of sale.
• Negotiate additional temporary or permanent retail space to support brand growth.
• Monitor inventory levels and stock availability by retailer.
• Lead external strategy meetings with retailers and internal business reviews with senior management and brand teams.

Sales Leadership

• Present products to customers during each sales cycle.
• Utilize appropriate sales and visual support tools, including presentations, samples, and other materials, to effectively showcase products.
• Secure customer commitment and approval for action plans that support overall sales objectives.

Reporting & Business Communication

• Prepare and submit required client reporting related to product placement.
• Conduct market research and competitive analysis and share findings with Marketing and relevant stakeholders.
• Gather and communicate information regarding distribution, market developments, and business opportunities within the region.
• Communicate local operational updates and negotiated franchise agreements.

WHO YOU ARE

• Bachelor's degree in Business Administration or a related field; Master's degree preferred.
• Minimum of 5–6 years of relevant sales experience with a demonstrated track record of delivering results.
• Previous experience in the cosmetics, beauty, luxury, or Travel Retail industry is preferred.
• Strong entrepreneurial mindset with a high level of ownership and accountability.
• Excellent communication and interpersonal skills, with the ability to build relationships and work effectively across diverse cultures.
• Strong negotiation and leadership capabilities.
• Excellent analytical, organizational, and problem-solving skills, with strong attention to detail.
• Ability to prioritize responsibilities, work independently, and perform effectively in a fast-paced environment.
• Strong verbal and written communication skills in English and Spanish; Portuguese is a plus.
• Advanced proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
• Ability to travel frequently (approximately 40–50%).

You may be asked to perform other duties needed to help drive to our vision, fulfill our mission and abide by our organization’s values.

What We Can Offer You

At Shiseido, our pride extends beyond our rich legacy to our passionate and talented team that brings it to life every day. We recognize that without our people, innovation would not be possible. That's why we go above and beyond with our comprehensive benefits program to recognize our employees. With an array of options designed to give our employees peace of mind, our perks & benefits program is more than just a perk – it’s an investment in our people's futures. Whether you’re looking for comprehensive health coverage, retirement savings, or paid time off, our benefits have you covered! Check out a list of our Benefits and Perks offerings:

• Medical, Dental, & Vision Insurance
• Life and Disability Insurance
• Paid Time Off
• Paid Volunteer Days
• Paid Company Holidays
• Paid Parental Leave
• 401K with Company Match
• Talent Development & Learning Programs
• Internal & International Mobility
• Product Discounts & Annual Gratis
• Employee Led Affinity Groups

The base pay for this position may vary based on geographic location. Actual base pay offered will be based on several factors including job-specific knowledge, education, skills, and depth of experience. In addition to base pay, we may offer additional forms of compensation as components of a total compensation package, including participation in our bonus program which features the ability to overachieve, in addition to a full range of competitive benefits.

Shiseido is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender identity, religion, sex, age, national origin, disability, veteran status, sexual orientation, genetic information or any other classification protected by Federal, State or Local law