Ayten Kosali

Training, Coaching and Education:

• Analyze BA performance on a daily/weekly/monthly basis, implementing strategies necessary to drive business in order to achieve growth.
• Monitor BA’s performance and behavior on the floor, provide training flexibly on sale skills and product knowledge, etc.
• Manage and coach BA's to achieve their daily/weekly/monthly targets by brand and axe, utilizing the sales data to increase UPT/ATV.
• Proactively request training and education support from the Regional Education Executives through the SAC's, to develop the BA team and upcoming new BA's to achieve sales goals.
• Actively participate in the evaluation process of the Beauty Advisors; identify training the strengthens and weaknesses within team and inform retailer of new opportunities.
• Ensure that all ELC BA's are committed to achieving their objectives and sales goals while maintaining high service standards determined by each brand.
• Reinforcing Mystery Shopper program and relevant service behaviors.
• Partner with Buyer and ELC Senior Account Coordinators to ensure that objectives are exceeded, and when necessary, develop local actions to ensure positive results.
• Demonstrate strong sense of ownership of business and results.
• Follow and track social media trends and outlets in order to be informed about any newness, changes or feedback on brands products and images.
• Attend to trainings and sales meetings as required by the brands.
• Remind the BA’s to complete their training modules on the Estee Lauder Travel University Application regularly.
• Ensure that all ELC BA's are up to date on their brand product knowledge by providing the necessary information and training.
• Lead BA team to maintain impeccable personal image following the ELC uniforms and grooming/makeup guidelines.

Marketing:

• ·Request, verify and follow-up with the delivery of signages, visuals or transparencies for all ELC brands.
• Communicating the installation of visuals to the Marketing team, contacting internal and external team members on any changes or newness regularly.
• Take measurements for transparency dimensions that need to be modified.
• Organize monthly/quarterly promotion activities to ensure promotions are implemented successfully.
• Coordinate different marketing activities, like customer research among the BA team, brand, and ARI marketing.
• Manage and maximize HPP and animation performance. Create marketing analysis on major campaigns and topics.
• Manage and maximize HPP and animation performance by ensuring timely receipt and maintenance of stock levels, and timely receipt and setup of visual elements.
• Document all events and animations with photos, track sales during events, and prepare recaps/post-mortems of events for SAC's, marketing, and buyer.
• Coordinate with the marketing team to print out electronic visual/signage files and have them installed.
• Monitor the BA’s to change/remove promo signs when expired.
• Monitor BA’s to verify price tags daily. Help produce price tags when merchandisers are unavailable.
• Monitor SKU’s with expiration dates, remove expired products from the shop floor (give to Petra) and report items about to expire (6 months in advance) to Planning team.
• Follow-up with the team to ensure all promo unit receipts and products are removed from the shelf spaces (gondola, plinth etc.).
• Ensure that quarterly merchandising guidelines provided by ELC SAC's are promptly and properly executed and maintained for all brands for all locations (International, Transborder and Jetty).
• Maintain ELC standards of retail excellence for all locations (Inter, TB and Jetty), ensuring cleanliness, quality and availability of testers, installation of price tags, and optimal presentation of merchandising is complete in accordance with the latest planogram by brand.
• Count all brand GWP’s at each location (Inter, Tb and WH) every 6 months and present them on file to the ELC SAC.
• Send an order of testers and gwps required by brand on a monthly basis to the vendors and communicate with merchandisers about the shipment/replenishment of tester’s/gwp’s based on brand’s and store needs.
• Direct BA’s to change counter layouts/grids according to planograms sent by the brands.
• Inform BA’s to maintain the counter facings in accordance to the latest planogram by brand.

Operations:

• Verifying and isolating promotional SKU’s before start date of counter promotions in accordance to the P&C Promotion Summary.
• Prepare weekly and monthly sales report by brand, containing BA performance and sales results, KPI, and qualitative insights.
• Monitor and drive sales targets by brand.
• Provide feedback to the ELC brands and Buyers on the current promotions and make suggestions for future endeavors.
• Ensure that the ARI Management Team and Head Cashiers are aware of any promotion particularities (start dates and deadlines) and of manual input required at the POS
• Verify low stock and OOS list daily, ensuring that all data is recorded correctly. Verify OOS, low stock or purchase order items that may be pending on NAV and create a TO request atleast once a week to avoid loss of sales at store locations that sells particular sku’s the most.
• Follow the process to balance the stocks. If TO is not permitted, find out the reason why. Organize team to implement inventory and/or other stock counting from other stores.
• Partner with ELC Senior Account Coordinators and buyers to ensure that top SKU's by brand are always adequately stocked.
• Communicate ROP settings and assortment suggestions to the Planning/Merchandising Manager and Buyers.
• Prepare stock report once a month to Planning team and Buyers during visit (every last Thursday of the month).
• Proactively partner with ARI and brand to maintain optimal stock, assortment, and retail excellence at all locations.
• Monitor stock and create TO internally to balance stock among different stores
• Organize and prepare promotion stock and display at counter/promo gondola based on the brand’s directions.
• Check the status of promotion and optimize the display and stock levels (request TO) if necessary.
• Proactively seek to maximize business by seeking and communicating creative merchandising, additional space, or seasonal/holiday opportunity ideas.
• Propose different marketing tools like gift with purchase, promotions to facilitate the sales. Communicate floor needs like tester requirement between ARI and brand.
• Communication with WH staff including verification and follow-ups with WH manager (Metro) on order statuses including non-merch or VM display material shipments.
• Proactively communicate to ARI and ELC SAC's of any BA absences, flight changes, PAX, traffic, introduction of new brands, competitor actions, etc., which could positively or negatively affect the business.
• Proactively prepare and get visitor passes (go to the ADM if necessary) for the ELC Corp. team or VM team visiting the airport.
• Escort brand members visiting and exiting the airport during visitation periods ensuring passes are available for entry before the date(s) of the visit. Provide a detailed business brand(s) review to the SAC’s during visit.
• Support and partner with the ARI HR recruitment team, Retail Operations Manager and ELC SAC's in recruitment of new team members and retain talented BA's.
• Respond to any team issues quickly and efficiently by collecting and recording feedback or comments, keeping the ARI management team informed.
• Encourage and facilitate open communication between Beauty Advisors, ARI management and ELC Corp.
• Assist ARI and Estee Lauder Group with special projects when requested.
• Verify the cleanliness, maintenance, and function of all counters. Communicate all reparation requests needed to the brands for approval and once approved forward the work request to Louison. Follow-up if the work is pending.
• Communicate all counter repair costs to ARI and Estee Lauder Finance Teams for invoice processing.

• Increased team productivity by implementing streamlined processes and effective communication strategies.
• Achieved departmental goals by developing and executing strategic plans and performance metrics.
• Facilitated successful cross-functional collaborations for the completion of key projects, fostering strong working relationships among team members.
• Built high-performing teams through effective recruitment, onboarding, and talent development initiatives.
• Managed and motivated employees to be productive and engaged in work.
• Accomplished multiple tasks within established timeframes.
• Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery.
• Maintained professional, organized, and safe environment for employees and patrons.
• Cross-trained existing employees to maximize team agility and performance.
• Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
• Maximized performance by monitoring daily activities and mentoring team members.
• Onboarded new employees with training and new hire documentation.
• Developed and maintained relationships with customers and suppliers through account development.
• Monitored and analyzed business performance to identify areas of improvement and make necessary adjustments.
• Communicated clearly with employees, suppliers and stakeholders to keep everyone on same page and working toward established business goals.
• Developed and implemented business strategies to achieve business goals and stay competitive.
• Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
• Maintained professional demeanor by staying calm when addressing unhappy or angry customers.
• Established team priorities, maintained schedules and monitored performance.
• Evaluated employee performance and conveyed constructive feedback to improve skills.
• Assisted in organizing and overseeing assignments to drive operational excellence.
• Used industry expertise, customer service skills and analytical nature to resolve customer concerns and promote loyalty.
• Defined clear targets and objectives and communicated to other team members.
• Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
• Cultivated positive rapport with fellow employees to boost company morale and promote employee retention.
• Trained personnel in equipment maintenance and enforced participation in exercises focused on developing key skills.
• Established performance goals for employees and provided feedback on methods for reaching those milestones.

• Increased sales revenue by identifying and targeting high-potential accounts.
• Expanded customer base through networking, and relationship building.
• Consistently met or exceeded quotas by implementing strategic sales plans and effective time management.
• Conducted product demonstrations to educate customers on features, benefits, and competitive advantages.
• Provided comprehensive training on product offerings to new team members for optimal performance in sales roles.
• Maintained up-to-date knowledge of industry trends for informed decision-making during client interactions.
• Developed tailored solutions in response to unique customer needs, increasing overall satisfaction rates.
• Achieved top performer status consistently through dedication to meeting goals and exceeding expectations.
• Trained and mentored new sales representatives.
• Retained excellent client satisfaction ratings through outstanding service delivery.
• Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
• Developed and delivered engaging sales presentations to convey product benefits.
• Developed and implemented marketing plans to increase brand awareness and drive sales.
• Answered customer questions about products and services, helped locate merchandise, and promoted key items.
• Enhanced client satisfaction by addressing concerns promptly and providing exceptional service.
• Generated additional sales opportunities with upselling and cross-selling techniques.
• Listened to customer needs and desires to identify and recommend optimal products.
• Engaged in friendly conversation with customer to better uncover individual needs.
• Managed efficient cash register operations.
• Opened, shelved and merchandised new products in visually appealing and organized displays for optimal sales promotions.
• Built customer loyalty and retention by delivering excellent shopping experiences.
• Created inviting environment for customers by maintaining store organization and cleanliness.
• Delivered energetic responses to customers in-store and by telephone, going above and beyond to serve needs.
• Volunteered for extra shifts during holidays and other busy periods to alleviate staffing shortages.
• Provided exceptional services and pleasant shopping experiences to retail customers.
• Developed strong rapport with customers and created positive impression of business.
• Maintained up-to-date knowledge of store sales, payment policies and security standards.
• Used in-store system to locate inventory and place special orders for customers.
• Prioritized helping customers over completing other routine tasks in store.
• Recommended complementary purchases to customers, increasing revenue.
• Monitored customers for signs of security concerns and escalated issues to management.
• Worked to meet or exceed special targets for credit card applications, special donations and specific product promotions.
• Conducted product demonstrations to highlight features and redirect objections to positive aspects.

• Developed strong rapport with customers, resulting in repeat business and positive word-of-mouth referrals.
• Contributed to a welcoming store environment by maintaining cleanliness, organization, and up-to-date visual displays.
• Collaborated with team members to achieve collective sales goals and deliver outstanding customer service experiences.
• Assisted customers in navigating the store layout, efficiently locating desired products for prompt purchasing decisions.
• Resolved customer complaints with professionalism and empathy, ensuring timely resolutions that upheld brand reputation.
• Managed cash register transactions accurately, keeping track of sales records and maintaining financial integrity.
• Trained new employees on company policies, sales techniques, and product information for seamless staff integration.
• Participated in regular inventory audits to maintain accurate stock levels and prevent merchandising discrepancies.
• Adapted selling approach based on individual customer needs for a tailored shopping experience that encouraged loyalty.
• Fostered a culture of teamwork among colleagues through open communication channels and collaborative problemsolving.
• Handled complex transactions, including returns and exchanges, with efficiency and accuracy to maintain customer satisfaction.
• Increased sales and customer satisfaction through personalized servicing.
• Increased sales by offering advice on purchases and promoting additional products.
• Used consultative sales techniques to understand customer needs and recommend relevant products and services.
• Welcomed customers and provided assistance in locating and purchasing products.
• Recommended merchandise to customers based on needs and preferences.
• Remained informed and updated on current promotions and sales, security protocols, exchange policies and payment policies.
• Generated brand awareness and positive product impressions to increase sales.
• Located merchandise across various stores to address customer needs.
• Assisted customers with locating and choosing merchandise in store departments.
• Logged reports, expenses, receipts, and sales in company database.
• Greeted customers and helped with product questions, selections, and purchases.
• Offered each customer top-notch, personal service to boost sales and customer satisfaction.
• Developed professional relationships with customers to increase loyalty, retention and rapport.
• Monitored sales floor and merchandise displays for presentable condition, taking corrective action such as restocking or reorganizing products.
• Managed cash register after end of shift to balance and record accurate transactions.
• Maintained clean sales floor and straightened and faced merchandise.
• Utilized upselling techniques to promote additional products and increase sales.
• Checked pricing, scanned items, applied discounts, and printed receipts to ring up customers.
• Balanced and organized cash register by handling cash, counting change, and storing coupons.
• Stocked merchandise, clearly labeling items, and arranging according to size or color.
• Organized store merchandise racks and displays to promote and maintain visually appealing environments.
• Used POS system to process sales, returns, online orders, and gift card activations.
• Answered questions about store policies and addressed customer concerns.
• Trained and supervised new employees to use selling strategies and apply best practices.
• Answered customer questions about products and services, helped locate merchandise, and promoted key items.
• Engaged in friendly conversation with customer to better uncover individual needs.
• Listened to customer needs and desires to identify and recommend optimal products.
• Managed efficient cash register operations.
• Opened, shelved and merchandised new products in visually appealing and organized displays for optimal sales promotions.
• Built customer loyalty and retention by delivering excellent shopping experiences.
• Created inviting environment for customers by maintaining store organization and cleanliness.
• Delivered energetic responses to customers in-store and by telephone, going above and beyond to serve needs.
• Volunteered for extra shifts during holidays and other busy periods to alleviate staffing shortages.
• Provided exceptional services and pleasant shopping experiences to retail customers.
• Developed strong rapport with customers and created positive impression of business.
• Maintained up-to-date knowledge of store sales, payment policies and security standards.
• Prioritized helping customers over completing other routine tasks in store.
• Monitored customers for signs of security concerns and escalated issues to management.
• Worked to meet or exceed special targets for credit card applications, special donations and specific product promotions.
• Conducted product demonstrations to highlight features and redirect objections to positive aspects.