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Sales Lead, Women’s Polo
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Company Description
At Ralph Lauren, we unite and inspire the communities within our company as well as those in which we serve by amplifying voices and perspectives to create a culture of belonging, ensuring inclusion, and fairness for all. We foster a culture of inclusion through: Talent, Education & Communication, Employee Groups and Celebration.
Position Overview
The Sales Lead will nurture a mutually profitable business relationship with department store, specialty, and online pureplay accounts to deliver the North America Wholesale Women’s Polo long-range growth strategy.
Essential Duties & Responsibilities
· Business Analysis and Strategy Planning
o Analyze and develop Semi-Annual Financial Plan that outlines Sales/Receipts/MD's/EOM Stock to support account revenue growth and profitability objectives in tandem with RL LRP growth plans
o Collect, review and update sales and stock performance on a weekly basis and issue business recap to internal Management and Retail Development team with focus on driving business to achieve plan
o Review and communicate via seasonal post-mortem recap, noting competitive and product trends to Regional Merchandising that support overall brand growth strategy
o Interface and partner with Regional Merchandising and Account Planning to build seasonal assortments for each account
o Partner and provide input to Marketing and Digital team on development of targeted and effective marketing and digital execution plans for accounts within territory
· Seasonal Fashion Bookings Management
o Plan and implement overall strategy by account that efficiently and effectively leads to achievement of Bookings goals
o Plan Seasonal/Annual Sales plans by Brand/Location supported by proposed Receipt/Purchase plans
o Prepare (in conjunction with VP Merch Planning) and present product assortment plans that support overall Brand and financial objectives
o Sell line within ownership projected for division ensuring well balanced presentation of Fashion and Key Items appropriately profiled to each account/location
o Incorporate designated Licensee products and secure placement to support brand objectives
o Partner with Account Services to review and manage all in season shipping, new order/re-order opportunity and general service standards
o Substitute all over bookings, sold outs and drops on a consistent and timely basis
o Ensure all confirmations required are in system within due dates
· Account Management and Communication:
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o Travel within assigned territory to have an understanding of business needs, developing a quarterly itinerary to visit key markets/stores, spending an average of 1 day per week within each quarter in stores within territory with priority on major markets and top doors
o Focus on reviewing Assortment content, market trends, overall stock opportunities and issues (inclusive of core replenishiment) and overall retail execution
o Support Brand Managers in stores with brand and product seminar within key accounts each season to ensure selling staff is educated and motivated to sell Women’s Polo
o Support account with recommendations to enhance product performance
o Proactively manage each accounts business with fact based communication and in season strategy adjustments to ensure mutual plan achievement and profitability
o Recap each trip with high level summary comments/action points to be circulated to Sales management, Regional Merchandising and Account Planning
o Resolve all issues and needs with accounts on a proactive basis
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· Expense /Allowance Control
o Manage all direct expense items within/below budget monthly
o Submit all expense reports complete and on a monthly basis within policy
o Manage Account Financial Support with-in budget
Experience, Skills & Knowledge
- Minimum of 7 years of Wholesale Sales or Buying experience within large premium/luxury brands or retailers
- Strong product knowledge in Contemporary segment of Women’s RTW, Handbags, & Footwear
- Solid business acumen in retail analysis, forecasting, and budget management
- Strong strategic selling, presentation, and written communication skills
- Dedicated digital mindset and tactical toolkit
- Highly motivated, organized, and dynamic with ability to thrive in a fast-paced, ever-changing environment
- Commitment to travel, on average 2 - 3 weeks per quarter
