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Job Description
POSITION SUMMARY
To achieve agreed retail, net & NOP sales goals through effective account management of designated retailers through online and B&M channels. Develop and execute the brand’s strategic plans for B&M and digital platforms to give a seamless consumer journey and elevated experience. A strategic omnichannel planner and executer and the main interface between the brand and designated retailer partner store groups.
WHAT THIS ROLE DOES
Strategic Planning
- Set retail and Net targets across online & B&M which are compatible with the brand LRP goals
- Create relevant, differentiated marketing plans which will achieve the online and B&M KPI’s
- Develop digital & B&M JBP’s which will help gain market share and drive hero products and services
- Assess on an annual, monthly and weekly basis - risks and opportunities and recommend corresponding actions and activities to mitigate risk or unleash opportunity
Negotiations
- Drive negotiations with all retailer buying/commercial teams for all marketing and trade initiatives to deliver gross and net sales targets plus key strategic goals
- Sell-in and agree stock allocations for: NPD/ basic / key social moments / Christmas / and ensure e-retail websites are always up to date, with the correct content, creative banners, assets and copy to comply with the Clinique guidelines
- Support Commercial /Sales & Education Directors / or Corporate team for any floor plan negotiations, terms discussions, corporate projects
Data, insights and Analysis
- Use internal and retailers 'data to drive strategic business decisions
- Liaise with CRM and COE teams to get data and insights required to build presentations and strategies
- Be the expert of the given retailer and competitors set and activities within all responsible retailers
- Define targets and forecasts by retailer/channel/launch
- Provide accurate key sales data to key stakeholders in our business on our brand’s performance
P&L for respective accounts
- Manage P&L to deliver Fiscal year plan and recommend actions and strategies to drive profitable growth
- Review on a quarterly basis business performance and review profitability of activities and doors
Communication
Internal
- Work in collaboration with internal colleagues (marketing, social and online) to build bespoke retailer trade marketing plans and JBP’s
- Communicate with Finance departments to maintain accurate accounting records and monitor both our brand and retailer performance to budget
- Liaise with Supply Chain colleagues to ensure accurate forecasting and inventory management
- Ensure key information is cascaded to our online /field/store teams
External
- Ensure regular communication with the retailer on Brand strategy, current performance position and targets, key goals and KPI’s. Ability to create bespoke trade presentations.
Competitor Activity
- To monitor and communicate competitor activity and performance within the store groups.
Qualifications
WHAT YOU WILL NEED TO BE SUCCESFUL IN THIS ROLE
- Extensive experience working in a National Account Management role with P & L responsibility.
- Must be collaborative, have strategic capability and be forward thinking with a 360 approach to retail, luxury cosmetics and Omni Channel.
- Good organisational skills and time management are crucial to be successful in this role.
- Exceptional communication skills and building close working partnership across all internal functions is essential.
- Results driven individual with excellent communication, change management and negotiation skills.
- Must have experience of working in fast paced retail matrix organisation and be comfortable working under pressure and to tight deadlines.
- Strong Microsoft Office skills (Advanced Excel, Word, PowerPoint)
COMPENSATION AND BENEFITS
- Hybrid Working (2 days WFH, 3 days office based)
- Generous Bonus Opportunity that usually performs ahead of target
- 25 Days Annual Leave (exc. Bank Holidays) that increases with length of service up to 29 days.
- 1 additional day of Annual Leave to celebrate your birthday
- Holiday Purchase scheme that enables you to get five additional days
- Summer Fridays for five months of the year
- Market leading Family Leave provisions
- Generous Staff Discount & Credit
- Benefits platform with exclusive discounts and offers
- Mental Health Wellbeing Provisions (Unmind App and Employee Assistant Programme)
Job: Sales
Primary Location: GB-ENG-London
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 247757
Estee Lauder Companies is an equal opportunities employer. We positively encourage applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.