Job Description
Leads the regional Sales Force Support, Recognition, Incentive trips, and Special Events functions that are responsible for promoting movement along the career path through development of motivational events, inspiring recognition and consistent administration of MK policies and procedures that support our Sales Force. Manages all aspects of regional recognition and incentives for the independent sales force. Responsible for leading the creation, development and strategy for regional incentive trips, special events, career apparel, car program, event recognition and regional recognition programs. Conducts strategic analysis of existing Sales programs and promotions. Leads the development of dashboards and reports that allow LATAM region teams to have visibility for management decisions. Translates insights into recommendations to local teams and regional management.

 

Serves as an expert matter for LATAM Mary Kay Career Path, move-up Policy, Compensation Plan, My Business and Agreements to strengthen regional recommendations to our local markets. This role should be able to manage and analyze business metrics, with specific focus on Sales Force administration policy. In addition, serves a role of governance ensuring markets are following similar global/regional guidelines. Implements of the Regional Summit trip (NSD Trip) and Top Director Trips. Design and plans trip programs, negotiate contracts, manages logistics, evaluates success and effectiveness of Incentive trips, stays updated on incentive trip trends to enhance future programs for LATAM. 

 

Evaluates short and long-term plans to increase team building, ISD count and sales. Supports Sales Force retention by ensuring rewards and recognition are placed strategically along the career path. This position requires having the pulse of the industry/Regional trends to impact our events experience. 
 
 Responsibilities

Provides the Latin America (LATAM) subsidiaries team guidance and support in developing strategic and tactical plans the areas of DIQ’s, Sales Development & NSD’s Services. Presents program enhancements and solicits feedback from Regional Sales team partners and ultimately VP, Regional Sales & Marketing and Regional President for approval.

a.     Leads the Sales Development teams to support the needs of the Independent Sales Force (IBC) to achieve maximum sales goals in the Region. Guides and supports the markets in developing strategic and tactical plans in the areas of Sales Development. Analyze key business metrics and create action plans to positively impact sales and recruiting trends to optimize the markets potential. Acts as a consultant to regional staff regarding all Sales Development functions and activities. Partners with the markets to create action plans, programs to achieve their goals.

b.     Promotes partnership within the markets and provides recommendations, training and leadership support. Guides and coaches the markets in Sales Development, Compensation Plan analysis, move-up Policy, Career Path advancement, Front Office, My Business, ISD & NSD Agreements and Independent Sales Force administration policy to facilitate the achievement of country, region/global sales and recruiting objectives.

c.     Analyzes and tracks the Compensation Plan, Car program & TDT in a quarter/annual basis to guarantee the Mary Kay career opportunity is competitive. Analyzes the sales revenue for IBCs, programs and contest effectiveness and the sales force strength.

d.     Manages regional sales administration, oversee sales reports, develops regional standard operating procedures for adherence to regional policies and legal agreements. Constantly evaluates Front Office Career Path structure, move-up Policy & Compensation Plan rules at regional scale. Partners with IST and Legal reginal teams to guarantee the global move-up Policy, Agreements and Regional requirements are complying.

e.     Partners with regional senior management on defining new regional policies.

Provides the LATAM subsidiaries team guidance and support in the areas of Sales Force Recognition Programs and Special Events

a.     Manages LATAM Sales Force recognition programs which includes new regional programs to drive desired Sales Force behavior. Focusing on Future Directors, DIQs, ISDs, NSDs. Analyzes and defines new opportunities to improve existing Independent Sales Force recognition programs. Analyses and monitors use and effectiveness of programs and constantly improve existing programs.

b.     Leads and develop the Total Rewards strategy that encompasses all areas of recognition and compensation for the Sales Force. Partner with CMS & Marketing, Sales Development Teams to define compensation plan and career path. Develop regional sales growth, team-building strategies and career path.

c.     Lead NSD and ISD career apparel, NSD Perks, US Seminar Contest and Top Director Trip for the region.

d.     Leads the strategy for regional incentive programs and oversee the regional events team. Coach and guide the markets to ensure the program objectives, logistics and budget guidelines are met during the planning and post-event phases. Drives exploration for evolution of events, promotion, tracking, etc. Leads regional aspects of Dallas-based sales force events like NSD Scholar Week, LATAM participation in Dallas Seminars, Mexico New Director orientation in Dallas, Mexico Pink Car program trip and other regional promotions

e.     Develops strategic and tactical Special Event plans for the regional Mary Kay events including: Seminar, Leadership Conference & Executive Encounter. Constantly improve and optimize Regional special events through the implementation of best practices (both internal and external) including technology solutions where appropriate. Assesses new technology platforms to conduct Special Events and leads the implementation in the region. Partners with Education, and IST Teams in the region to create the best experience for Sales Force.

Facilitate and Promote and Share Best Practices

a.     Facilities and promotes best practice sharing among the LATAM markets, Sales Development, Sales Recognition and Special Events staff, Regional partners as well as corporate areas; to maximize strategies and programs.

b.     Coaches and guides LATAM market to maximize incentive programs, Career Apparel, Career Car program, TDT, Special Events, ongoing Recognition Programs. Assess and identify the local Sales staff needs and create action plans to ensure the Sales Development strategies will impact sales objectives.

c.     Develops strategy to engage and motivate staff through meetings and conferences. Promotes and champions innovation.

Analyze strategy of existing programs and promotions related to Sales Development, Total Rewards and Special Events area. Constantly analyzes key business metrics that will positively impact sales and recruiting trends to optimize market potential. Based on analysis this role needs to translate information into action, define and recommend strategies for segmentation, communication, and changes to programs to reach sales and recruitment objectives, ROI, and EBITDA.

a.     Partners with the Regional Finance team to define a strategy and advises the markets on development and tracking of KPI’s for new programs and promotions and provides recommendations on new and existing programs and promotions

b.     Leads the development of dashboards that allows the LATAM region to have visibility of key KPI’s related to Sales Development and Sales Recognition programs efforts.

c.     Analyzes each countries sales area KPI’s and provides recommendations to markets taking into account best practices, cultural needs and financial objectives.

d.     Conducts detailed trend analysis (both macro and micro) focused on identifying opportunities to innovate as needed in the areas of sales, rewards and special events.

e.     Analyzes individual country KPI’s and provides recommendations to the subsidiaries based on best practices; considers cultural needs and financial objectives.

f.      Conducts detailed trend analysis (both macro and micro) focused on identifying opportunities to innovative existing business trends or create new methods as needed to maximize effectiveness and efficiency.

Supports all Sales Development, Recognition and Special Events activities for activities for new markets in LATAM Region

a.     During the start-up years of new market’s operation, coaches and provides mentorship to subsidiary staff to ensure Independent Sales Force and corporate training goals are being met and Mary Kay culture is replicated in the new market.

b.     Provides leadership and professional expertise to subsidiary staff in the development of their own training programs and materials for Sales Development, Total Rewards and Special Events and development.

c.     Adapts from existing materials and/or designs new initial launch curriculum, including facilitator manual, participant manual, and visual aids for Sales Development, Total Rewards and Special Events in all business-related topics.

This job requires on-site work at a Mary Kay facility.
 
 
 

Skills & Experience
Experience:  5+ years in 5 - 7 years of progressive experience in Sales Force Development and/or developing sales recognition programs/contests. 5+ Mary Kay work experience including 3+ years knowledge of the Mary Kay independent sales force and related programs highly preferred.
Education:  Bachelor/University Degree or equivalent in sales, marketing or other business-related field.
 

Must demonstrate strategic thinking, business insightfulness and a strong work ethic.  Knowledge of the direct sales industry, including an understanding of sales and what motivates an independent sales force member and how they function is highly preferred. Prior Mary Kay experience is strongly preferred. Must have conceptual capabilities to envision and develop recognition opportunities to drive SF performance. Must also have creative capabilities to design program parameters and incentives. Moreover, must have executional capabilities to implement and track results of these programs for ROI.  Excellent customer service skills required to interface and effectively communicate with individuals at all levels within the organization.  Excellent interpersonal skills required, including the ability to resolve conflict or confusion, utilizing a high level of sensitivity and tact. Proven use of analytics and IBC data to interpret results, identify offline and online opportunities, and drive Sales Development, Recognitions and Special Events strategic decisions to maximize sales, productivity, activity, and overall IBC experience. Proven ability to work with minimal supervision. Must be self-sufficient, able to prioritize and organize and possess a high level of time and project management skills with the ability to manage multiple projects and tasks with aggressive deadlines with little direction is required. Must be able to communicate effectively and possess exceptional oral presentation skills. Excellent interpersonal communication, organization and analytical skills are required to work successfully with country and region management team, provide support and guidance to country staff, analyze macro and micro trends in Sales Development, Recognitions and Special Events and analyze regional Sales Force statistics. Fluency in the Spanish or Portuguese language required. Must be creative, solution focused and willing to work with others to identify fresh ideas. Expected to handle multiple projects at once and be able to deal with ambiguity and rapidly changing priorities and be comfortable taking direction but also managing upward. Must possess a sense of urgency, be proactive and display confidence as project leader, demonstrating strong collaboration, flexibility, and diplomacy skills. International overnight travel required approximately 30% of work time. Must be able to stand, sit and/or walk for extended periods of time.