Demystifying Sales: 2/15/12
Kellie Miller
TCNJ Alumni: Kellie Miller
Industry: Consumer Products
Company: L’Oreal Paris
Current Role: Account Manager
Introduction
Educational Background: Kellie Miller
| Education:
| 2001 Graduate TCNJ
• Major Business Administration
• Concentration in Marketing
• Minor in Economics
| 2001 Oxford Study Abroad Program
• Concentration in Psychology
| 2007 Graduate Fordham University
• MBA concentration in Marketing
Experience Background: Kellie Miller
| Experience: 11 years at L’Oreal
| 2000 Internship via Career Day at TCNJ!
| 2001 Sales Program
| Internal Rotations: Sales Planning Management
• Set Strategy for the 4 P’s
• Exposure to Senior Management
• Ability to impact Decision Making
| Field Rotations: Direct Selling
• Direct impact on 4 P’s
• Relationship with Buying team
• Accountable for Forecasts
| 2011 Key Accounts Manager
L’Oreal Paris: Key Accounts Manager
| Objective: Partnering with retailers to drive L’Oreal Sales
| Key Job Accountabilities:
| Increase sales based on the execution of national strategy
| Strive towards forecast accuracy for shipments and consumption
| Implement 4P’s sales strategy for new launches
| Analyze business opportunities through IRI & ROI
| Accounts: Publix (1050 doors) & Winn Dixie (550 doors)
| Volume: $20 Million a year
Moderator Questions
What is the 'make-up' of the successful salesperson?
| Drive
| Strive towards a goal
| Diligence
| Accomplish what is undertaken
| Determination
| Settling in on a purpose
| Dedication
| Setting a standard for how to do business
Does a negative stereotype exist for all salespeople?
| Stigmas
| Selling “unwanted” items
| Good / Bad – doing whatever it takes
| Crossing ethical guidelines
| Professionalism
| First impressions – be passionate & realistic
| Sales is relationship building
| Be an example of your company
Why are you in the sales-field?
How did you get here? Why do you stay?
| Internships
| What can I do with this marketing degree (PR, Sales, Internet
Marketing etc.)
| Opportunity to find the perfect match
| L’Oreal
| 360 Degree view of sales: Sales Program
| Interacting in all aspects of the business
| Passion, Products & People
| Industry is dynamic
| Products / Marketing challenge norms
| People make all the difference
How do you approach selling?
•
Long term relationship
• Trust
• Sell yourself before your products
• Value
• Not always the cheapest, but the best
• Understanding
• Take time to education your customers
• Differentiate
• What do you & your company bring vs.
competitors
• Fit a need
• Understand how your products / services
can help your customer grow
Advice for those interested in working at L’Oreal
•
Company Culture
• Cutting edge fashion
• Fast paced environment
•
Level of Expertise
• Rotations
• Experience
•
Interaction
• Relationship building
• Liaison between
departments