Director - National Accounts, Walmart (Cosmetics)
Title : Director - National Accounts, Walmart Cosmetics
Team : Brand Sales - Maybelline
Reports to : VP, Account Lead Walmart Cosmetics & Skin
Role Summary & Mission
The role requires the ability to strategize and execute the best proactive strategies at an omni-channel level. This involves understanding the total enterprise to adapt brick & mortar with reactive digital strategies to meet L'Oral's sell-in, sell-out and net sales objectives. This includes accountability for sales / forecasting, content, customer experience and category development, while working cross-functionally and executing programs with Walmart / on Walmart.com to position Maybelline as a leader in the category. Must be outgoing, have strong analytical skills, ability to multi-task in a fast-paced environment and manage internal and external resources to successfully deliver business results.
Role Accountabilities / Defining Characteristics
Full execution and optimization of sales fundamentals to proactively drive shipments, net sales, and market share growth with the Walmart account.
Member of the Walmart One CPD Sales team.
Category expert for the full Brand portfolio and competitive products at Walmart
Management and coaching of Analytics Manager and broader cosmetics support team
Omni-channel ownership for Walmart in partnership with Digital Acceleration Team
Main tasks : Customer Developer
- Drive a customer-centric omnichannel approach and build a strong relationship with all relevant stakeholders at customer for category
- Analyze and define the growth levers relevant to customer with specific focus on the shopper / selling through insights and story-telling
- Propose and align the Brand Sales customer strategy with Brand Activation Lead and merchants
- Owns the relationship with the buyers - negotiate space, terms and JBPs
Team Manager
Help develop more junior team members (e.g., Analyst Team, 12-month intern)Drive the business as customer leader, by collaborating with multifunctional team and animating peer functions : marketing, supply chain, finance, category developmentCategory Owner
Drive category strategy agenda created by Business Activation Lead (BAL) as well as influence BAL with respect to what is needed to win in alignment with Brand priorities for WalmartEngage multifunctional support for strategy implementation and 360 growth levers for category, including CRM, Sampling, Social Campaigns, Off-shelfEngage with Digital Acceleration and Customer Marketing in development of Retail media plan to be complimentary to national media and reach key target audiences needed to meet business objectives.Have cursory knowledge of BIC content creation and optimization on Walmart.com (including copy, videos, images, alt images, A content), search and PDP optimization that leverages omni-shopper insightsResults Driver
Lead with an achievement oriented mind-set. Responsible for the building and tracking of the total business forecast and proactively derive actions to address gaps and opportunitiesLead all aspects of the business; build and achieve the omnichannel customer plan and results for category based on category strategy and insight. Leverage multi-functional team as neededMain interfaces :
Account LeadBrand Activation Lead / BAL TeamOther Account Directors, Analytics Team, Account Merchandising ManagerSupport field teams : Customer Supply Chain, Commercial Finance, Cat Dev / ACMs, Customer Marketing, Digital Acceleration, et al.Centralized support : Omni-Shopper Marketing, Marketing, Finance, Sales OperationsRetailer Merchant Team and Planners / Inventory ManagersMeasures of success :
Deliver sales target and brand sales fundamentals for category including sell in / sell out, net sales, OTIF, retail execution, distribution points and ROIForecast accuracyAchievement of top strategic priorities for relevant categoryMarket category digital penetrationTeam 360° feedbackAdvantage / Kantar / MKG-VOC scoresQualifications / experience :
Minimum 10 years' experience in a customer-facing roleProven knowledge of retailer strategies and objectivesStrong knowledge of customer strategy and key levers as well as competitorsDeep knowledge of beauty and personal care, specifically for given category
