Stella & Dot Success Profile: Senior Vice President of Sales, North America
Stella & Dot is a rapid-growth, US-based company that sells affordable luxury jewelry and accessories through an innovative social selling model. We combine the best practices of the $100 billion+ direct sales industry with the power of modern e-commerce and social networking. Our product line is offered exclusively online and via in home trunk shows led by a network of over 10,000 Stella & Dot Stylists--independent sellers who run their own flexible, part or full time Stella & Dot business out of their homes. Learn more at www.stelladot.com .
Stella & Dot’s growth in North America has built a competitive and highly-profitable foundation, with strong support from our two leading Silicon Valley venture capitalists, Sequoia Capital and Radar Partners. In 2010 and 2011 we were recognized as one of Inc. Magazine’s Top 100 growth companies, witih sales approaching $200M annually. Our success to date has proven the viability and scalability of our business model and the broad appeal of its product to modern, stylish women. Over the next 5 years, Stella & Dot’s vision is to continue to innovate its social selling model and reach our potential to become a global $1B brand.
We are now searching for an entrepreneurial and experienced sales leader to lead our North American sales force. The rapid pace of our start-up and initial growth means that we are looking for a sales leader who has the hands-on, do-it-all urgency of an entrepreneur but also the experience of running a direct sales operation to grow the business with discipline: we want someone who has “been there, done that” in terms of building a successful direct sales team and who wants to do it again, this time with the support of an innovative new model. This role will also own field communications, training, development and events.
As a key member of our Executive team, the NA Senior Vice President of Sales will report directly to our CEO and will be responsible for the company’s sales force development and sales execution in US and Canada.
You will be expected to hit or exceed our revenue growth plans by developing and driving an independent sales force of Stella & Dot Stylists. Stella & Dot is about more than just beautiful jewelry and accessories. It is also about independence, flexibility, and achievement. You will be the face and voice of Stella & Dot, and will inspire our stylists with our mission to give every woman the means to style her own life and to create flexible, entrepreneurial opportunities for women everywhere. We are searching for a sales leader who can spread that vision for our brand but who can also roll up her or his sleeves and drive our sales growth with a sense of urgency. Stella & Dot also goes beyond traditional direct sales: our use of the web and online and mobile social selling requires a thoroughly modern understanding of sales channels and psychology.
The Senior VP of North American Sales will:
Nurture & Develop a World Class Team
Develop the stylist base through a variety of avenues, including regional recruiting events, local guerilla marketing tactics and online lead generation.
Partner with our marketing team to proactively drive regional market development through targeted trunk shows, opportunity events, local media/PR and extensive web and online communication targeted at key cities.
Lead and develop a team of regional Field Development Managers and Field Coaches to further grow the stylist base as well as train and coach our new stylists and leaders.
Lead the VP of training and the team that manages field training, development, and communication.
Lead the VP of Field Operations
Manage a team that leads field based incentives and events, including exotic trips and large scale national conferences.
Train and motivate internally and externally
Connect with and motivate, both one-on-one and at group events, our stylists as a true sales leader: give them the vision and the detailed plan to start up and develop their business.
Provide coaching and training party plan techniques and on our product line and promotions. Use our web presence as well as conference calls to deliver video training, coaching and Q&A.
Train our stylists on the use of personal websites, social media such as Facebook and online and email marketing tools and techniques to maximize their sales and recruiting.
Proactively practice the party plan techniques, training concepts and recruiting approaches of Stella & Dot by actively holding in-home trunk shows. Proactively use various social media to demonstrate how to connect with and recruit stylists. Adjust and change our training programs, incentives and product focus as appropriate to fit with the specific needs for the North American Market.
Hit our sales goals
Develop compensation and incentive programs for our internal team to ensure maximum sales productivity and stylist recruiting. Continually coach and develop our internal team.
Implement sales programs, incentives and recognition awards with our stylist teams to maximize their activity, trunk show productivity and sponsorship.
Monitor sales metrics by region, cohort and stylist team, and work one-on-one with key stylist leaders and high potential new sellers to achieve our goals.
The North American Senior Vice President of Sales will most likely be an experienced direct sales executive or have been a sales executive running a large-scale consumer products business with a distributed sales force. We also expect that she or he will be used to working in a modern sales environment, and will be able to ensure our stylists maximize the more traditional in-home sales channel as well as e-commerce and online and mobile social-selling opportunities. Our Stylists operate personal websites and we actively sell and recruit via advertising on Facebook and other social media; we expect our Sales Leader to understand the power and potential of the web and online social media and understand how to help our stylists maximize those tools.
We are looking for someone who is “hungry” for an entrepreneurial opportunity, someone who thrives on building a new business: we are an entrepreneurial growth company…this is not a ‘just tell other people what to do’ corporate role! We have a high degree of urgency, no bureaucracy around our decision-making and we act immediately. It is critical that our VP of Sales share the passion for our mission, energy and drive.
Skills and characteristics
Excellent public speaking skills in front of large and small audiences, with ability to motivate as well as clearly communicate detail.
Leadership skills—a sales leader and not a sales hammer- able to get results with motivation, training and recognition with a commission only, part time, volunteer sales force.
Love of fashion and our boutique style product. You must be able to well represent the S&D brand.
A passion for our mission, to provide entrepreneurial opportunities for women everywhere.
Positive attitude, high-energy, and commitment to excellence.
Strategic thinking capability--sets, communicates and manages priorities in accordance with company goals.
Thoroughly modern digital skills, from Microsoft Office to web-based tools and social media.
Unstoppable confidence. Ability to achieve the impossible!
Integrity. Open, honest and direct style. Conviction to always do the right thing.
Education and experience
Bachelor’s degree preferred
Minimum of 10-15 years full-time, sales management experience
Demonstrated success in building and running a field sales team across North America
Experience developing sales budgets, targets and forecasts and managing sales performance through programs and incentives
Knowledge of direct sales, home party planning, consultant/distributor sales model from a field perspective or corporate environment
Stella & Dot - 18 months ago