L`Oreal

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

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Level of Expertise • Rotations • Experience

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Interaction • Relationship building • Liaison between departments