JOB PURPOSE 

Independently provides coaching, support and motivation through primarily proactive contact with independent sales force members who enter the Director-In-Qualification (DIQ) program. The Sr. Associate has a higher level of mastery of the source material and has the ability to effectively deliver the material with their elevated communication skills.  Contributes to the overall attainment of goals and objectives utilizing reports, key coaching techniques, models and a library of success strategies to advise and encourage the DIQ as it relates to the achievement of US profitability. Analyzes DIQ sales and recruiting reports to proactively communicate with the DIQ regarding debut status and to monitor for possible questionable activity. Supports the Manager, Qualifications by providing educational support to DIQs, independent sales force members, and Mary Kay employees with information about the DIQ process and to resolve complex situations regarding Director-in-Qualification procedures. Coaches DIQs by providing recommendations for meeting sales goals and maximizing the marketing plan while also holding them accountable in developing a sustainable business that aligns with the Company strategy. Acts as a liaison between the Company and the independent sales force and facilitates the communication of information on a variety of topics including commissions, and sales promotions.  Works with more autonomy and makes a higher level of contribution to the team and sales force because of mastery of skills and competencies achieved at the Associate Qualifications level.

ESSENTIAL DUTIES AND RESPONSIBILITIES     

1.     Proactively provides support to the Manager, Qualifications by administering DIQ programs and policies, qualification guidelines, and addressing DIQ program violations. Helps in mentoring and serving as an escalation point for Associate of Qualifications.  Maintains constant and proactive contact with assigned group of DIQ's during their one to four-month qualification period, providing more sophisticated support and motivation to DIQ to help them meet their goals. Contact may be by phone, email, virtual meetings, conference call, and/or in-person. Assists in resolution of questions or issues that arise. Proactively coaches sales force utilizing key coaching techniques, Front Office reports and applying key learnings shared by DIQs, Independent Sales Directors, Independent National Sales Directors and holds DIQs accountable to establish a consistent method of building a sustainable and duplicatable business.  Successfully debuts NEW Independent Sales Directors and escalates DIQ violation discoveries to Manager, Qualifications, DIQ Research and Compliance for discussion and provides recommendation for final decision. Documents all communications with assigned DIQ group in Front Office.  Pivots coaching technique based on the situation and is able to anticipate needs of DIQ.

2.     Provides and models foundational business coaching that serves to build a strong and sustainable business. Communicates the interests and concerns of the independent sales force in departmental and interdepartmental meetings. Escalates areas of immediate concern to appropriate business leaders within the Company. Identifies those DIQs who have dropped or failed to meet DIQ production requirements. Congratulates DIQ by phone call of the completion of qualifications and encourages attendance of New Director Education (NDE) and provides next scheduled NDE session information. In the event of non-qualification, compiles data to support decision for supervisory and board review. Notifies DIQ and DIQ’s independent sales director of non-qualification and offers encouragement to resubmit commitment form. Partners with Manager, Qualifications, DIQ Research and DIQ Compliance in the event a violation of the DIQ requirements by the DIQ or members of the DIQ Unit is discovered and provides detailed evidence of alleged violations.  Works with the team to determine next best steps.

3.     Analyzes Front Office reports and tracks monthly production and recruit totals for assigned group of DIQs and determine whether DIQ requirements have been met. Prepares various statistical reports for management's review. Contacts DIQ and/or their Independent Sales Director, Branch location or DIQ Unit members to track or resolve issues with pending orders or agreements. Makes exceptions after researching situation, records research findings in Front Office and notifies other departments that may be affected by the exception, i.e. Sales Force Development, Director Information Services, etc. Provides recommendations on action for requests that are outside of the guidelines to the Manager, Qualifications. Follows up to monitor success of DIQs in their assigned group and recommends alternative plans of action based on specific DIQ needs toward the achievement of their personal independent business goals. Acts as a sounding board for their concerns and recommends new approaches for how they can increase their sales and team building success.  Exercises utmost discretion and tact in addressing highly confidential and sensitive issues.  

4.     Administers educational support programs and proactively recognizes accomplishments of DIQs and debuting Independent Sales Directors. Recommends ideas for monthly recognition, sales and team-building challenges, and conference calls to motivate and educate current and future DIQs and run these programs autonomously.   Supports recognition and motivational programs for DIQs and debuting Independent Sales Directors. Proactively calls DIQs as well as Beauty Consultants, identified and communicated by Independent Sales Directors, who are preparing to submit for DIQ to motivate them to improve sales and team building.

5.     Reviews debut reports to identify DIQs with questionable sales or recruiting data. Documents issues found in Front Office to notify department management of potential issues. Contacts Branches, Sales Force Development and/or other internal departments to verify data. If necessary, contacts the DIQ Unit members of DIQs to discreetly verify order placement and ensure appropriate payment procedures were followed in order to validate DIQ sales or recruiting data. If additional investigation is necessary, partners with DIQ Research, DIQ Compliance, and/or Manager, Qualifications. In the event of DIQ disqualification, compiles data to support decision for supervisory and board review. 

6.     Travels a minimum of three to five times yearly in support of sales force and/or company events. Delivers presentations at sales force sponsored events (i.e., guest nights, workshops, and retreats). May act as the sole Company representative at these events.  Responsibilities may include, but are not limited to, organizing, planning and presenting programs to Beauty Consultants, Sales Directors, and National Sales Directors. Attends educational sessions during New Director Education (NDE) to become familiar with current Company initiatives and to build relationships with the independent sales force. Staffs the DIQ Expo table at The Mary Kay Building for sales force tours during NDE and Company Events.

7.     Participates on various teams within the Sales Department to actively support DIQs, the independent sales force and the Company. Represents the DIQ team at meetings in the absence of the Manager or any other DIQ team member. Assists in the planning and execution of Company sponsored events offered to the independent sales force.