July 17, 2012
BBR7 Thought Leader Q&A: Cosmetic Surgery Sales Director – Terri Ross
July 17, 2012
BBR7 Thought Leader Q&A: Cosmetic Surgery Sales Director – Terri Ross
“Network and never stop learning.”
These were wise words that Terri Ross, Cosmetic Surgery Sales Director and Beauty Biz Roundtable BBR7, Thought Leader shared with her eager roundtable attendees.
Known as the “Aesthetic Concierge“, Terri Ross has over 11 years of experience in the medical field, and has specialized in Aesthetic / Cosmetic & Plastic Surgery over the past 8 years holding the title of Regional Sales Director. Terri has worked with companies such as Medicis; the makers of Restylane which is the gold standard dermal filler for facial augmentation and launched Dysport, the first competitor to Botox.
Terri then went to a start-up company to launch the first non-surgical device for permanent fat reduction called Cool-Sculpting by Zeltiq. This revolutionary technology has changed the game in a $30 billion market. She has spent the past year as the Aesthetic Sales Consultant to Hollywood’s most elite, working for Dr. Garth Fisher, a world-renowned Beverly Hills-based plastic surgeon and the first doctor selected for ABC’s hit “Extreme Makeover”.
Terri’s BBR7 roundtable discussion was on “Strategic Ways to Expand into Aesthetics/Cosmetic Surgery Practices.” We sat down with Terri to find out how she got started and her thoughts on the beauty industry.
1. Please tell us about your career path/progression. The road to… where you are now? How did you get started?
I studied pre-med and wanted to be a doctor. My personality was more suited toward sales so I’ve spent 13 years in medical sales & management, 6 of which working with leading companies in the Aesthetic/Cosmetic Surgery market. My career allowed me to stay in the field I love and help people.
2. Why did you choose this career? Why the beauty industry?
As a women living in Southern California you are surrounded by beauty. I believe beauty comes from within, not masking what is underneath. I love helping people feel good about themselves, inspired and empowered.
3. Who/what are your biggest career influences?
My father who instilled at a young age to go after what you want and never settle, and Dr. Maurice Olivier PhD who has mentored me since 2005 when I got my first promotion to Sales Director. He said your AMBITION will take you places…read the book “am*BITCH*ous. A woman who makes more money, has more power, gets the recognition she deserves, has the determination to go after her dreams and can do it with integrity.
4. Who is today’s beauty consumer? How are they changing?
Gen X, Gen Y and Baby Boomers – brick and mortar to gilt, Sephora to Nordstrom, Fred Segal to QVC, Plastic Surgeon to ObGYN you can get products or services just about anywhere. It is more about being educated.
5. What do beauty professionals need to do to continue to connect/attract with today’s beauty consumer?
Be innovative, be present, create emotion, provide education, deliver value, and reach the correct customer with the proper message.
6. What do you see as the latest trends in your industry?
Non-surgical services such as dermal fillers, botox and dysport, laser hair removal, laser resurfacing and body contouring are the fastest growing procedures. The Aesthetic growth segments represent over 2.7 Billion in revenue and rising. Men and baby boomers are a growing population.
7. What attributes make a great leader? Tell me about your leadership style.
I have managed several people over the years and what I have learned is that great leaders take the time to understand individual strengths. To lead by example and roll your sleeves up to get the task done. Listen, Communicate, Delegate, have a vision and most importantly love what you do and celebrate the wins.
8. What kinds of qualities do you look for in an employee/when hiring a candidate/someone to join your team?
I tend to go on a gut feeling and usually know within 10 minutes. In today’s world it is easy to give the right answers. I want someone with innate talent, the kind you can’t teach. Someone that has proven success, is passionate about what they do, will bring value to the team and is always willing to do self-introspection and challenge themselves.
9. What is the best way/strategy for someone interested in your company to employ to get a foot in the door? What makes a candidate stand out?
The aesthetic space is highly competitive and fast paced. Keeping up on market trends, knowing who you are and what you want, and having the ability to provide solutions to your customer.
10. Any other advice/words of wisdom?
Network and never stop learning.
Click here to view photos of Terri and other Thought Leaders from BBR7′
The Beauty Biz Roundtable BBR series brings together 100 Mid to Senior Level Beauty Executives in a roundtable format that fosters networking and idea sharing. Attendees have the opportunity to sit down in small group settings with industry peers for a chance to gain strong business connections, job opportunities, and form new partnerships.