Corporate Account Manager Travel Retail Americas

Estee Lauder Companies Travel Retail Americas is looking for their next Corporate Account Manager

Description

The key objectives of this role is to manage and achieve retail sales growth/targets as well as brands' net sales goals:

⁃ Manage, develop existing doors according to brand strategies as well as expand and recommend new business opportunities for both landed and in⁃flight segments of the business

⁃ Working with team to establish and build businesses in new doors ensuring that brand strategies are adhered to at all points.

⁃ Develop strong working relationship with retailers

⁃ Working with team to ensure timely implementation of marketing programs and ensure correct product mix and assortment are available for each door

⁃ Manage a pool of strong sales personnel (office and field) who are well equipped to providing the brands' iteration of high touch consumer experience

• Sales ⁃ Monitor retail and net sales performance of individual doors to ensure overall achievement of net/retail sales targets
  
  

⁃ Drive and manage retail sales, recommending relevant courses of action where necessary and appropriate.

⁃ Working closely with retailers to identify and pursue brand growth opportunities

⁃ Manage sales and expense budgets in line with budget goals

⁃ Analyze the productivity of airline listings and working with marketing team to identify listing opportunities, ensuring that listing goals and relevant NOPs are achieved

• Market Share/Competitive Activity
  
  

⁃ Keep abreast with competitors' activities and provides feedback on competitive dynamics such as competitors' activities, pricing, brand ranking and market share for each account

⁃ Provides feedback to Marketing department on the success of internal marketing program as well as those of competitors

⁃ Knows the market (size, profile, future potential etc.)

• Marketing Implementation
  
  

⁃ Implement and maximize launch opportunities for new programs

⁃ Ensure timely sell in of all marketing programs according to marketing strategy and to market needs

⁃ Ensure availability of point of sale materials

⁃ Negotiates with retailers for promotional space and activity for new product launches and re⁃promotes

⁃ Negotiates with retailers on highlights/layout on retailers' web pages

⁃ Negotiates with in⁃flight customers on listing of new products and support on ad/visuals

• Brand Imagery
  
  

⁃ Enforce merchandising guidelines at point of sale

⁃ Ensure brand image is maintained at its highest standards according to brand guidelines

⁃ Monitor closely brand representation in⁃store and in⁃flight to ensure that brand is appropriately represented

⁃ Provide feedback to Store Design to maximize the utilization of the space and maintain the brand image

• Stock
  
  

⁃ Negotiates product selection and ensure correct product mix and full assortments to keep stock level healthy

⁃ Work with retailer, Lachen DC and internal team to manage orders and shipments

⁃ Advise on suspected diversion of products

• Management and supervision of staff
  
  

⁃ Hires, motivates and manage the effort and performance of Office Sales team, field staff and Makeup Artists through sales incentives and motivational programs.

⁃ Coordinate with Education Manager to ensure that field staff is kept up to date on product knowledge with constant improvement on service and selling techniques.

⁃ Work closely with team to ensure all sales activities are carried out effectively and in timely fashion.

• Customer relationship
  
  

⁃ Maintaining a collaborative relationship with retailers with regular retailer and door visits, regularly providing feedback on product assortment, stock level, sell through and shipments of products

⁃ Maintains excellent relationship with affiliate brand personnel

Qualifications

⁃ Bachelor degree, preferably in Sales and Marketing

⁃ Minimum 3 years' relevant working experience in duty free environment

⁃ Mobile, energetic and willing to travel up to 60 % of time

⁃ Self starter and team player

⁃ Good presentation skills and strong in written and verbal communication

⁃ Proficient in MS office (Excel, Words and PowerPoint)

All Corporate Account Managers will have a matrix report to the other Regional Brand Directors.

The Corporate Account Manager will be responsible for sell-in of all brands for the respective retailer. Depending on the retailer, this role will manage either one Corporate Account Executives.

Key Responsibilities Will Include

• Responsible for sell in achievement aligned to brand net sales targets of the retailer account(s), across all Travel Retail AM brands
• Monthly estimate and latest estimate review in close collaboration with Regional Brand Directors
• Close collaboration with the Area Sales and Operations Manager during the estimate process as well as ongoing performance review by brand/cluster
• Regular retailer visits to ensure adequate sales service and correct execution of the agreed actions
• In collaboration with the respective Regional Marketing Managers, manage Newness presentations, promotional and assortment plus liaise on the correct pricing strategy
• Monitor and analyse performance: review all P&Ls and recommend appropriate action to respective RBD/s
• Collaborate with the RBDs to drive the acceleration plan
• Proactively manage stock replenishment and orders to ensure optimal stock coverage with the identified retailer(s). Analyze and monitor retail to net reconciliation, align with Buyer/Planner on future orders, open-to-buy and replenishment. Manage inventory targets and ensure WOS are achieved. Ensure these figures are link back to ELC’s internal estimates. Identify, present and execute opportunities for further growth
  
  

The successful candidate will have substantial professional sales management expertise across multi-countries ideally within AMERICAS and preferably with Travel Retail experience. They should also have an excellent track record of establishing and maintaining productive B2B relationships. The Corporate Account Manager should be able to demonstrate an excellent history of strong negotiation skills using effective emotional intelligence through cultural differences to best manage and provide high touch customer service to achieve/exceed objectives. A sound knowledge and experience of proficient business/commercial.IT/financial acumen and a strong proven analytical/strategic approach is essential. Strong leadership through multi-brand and direct or indirect team management is also desirable.

The Following List Of Skills Are Also Highly Desirable

• Ability to work independently
• Strategic and analytical mind set
• Aligns and engages the team vision
• Embraces and initiates change and demonstrates learning agility
• Sound understanding and experience in retail sales management and commercial acumen
• Builds collaborative relationships
• Excellent communication skills
• Excellent organisational skills
• Good knowledge of MS Office tools, especially Excel.
  
  

Depending on the retailer, there will be particular language requirements. In particular, Spanish would be advantageous.

The Corporate Account Manager will be required to travel up to 20% of the time.

Travel Retail is a fast-paced, dynamic and entrepreneurial environment and candidates should have a positive, flexible, hands-on and committed approach.