Executive Director, Account Management, Bobbi Brown NA

The Estee Lauder Companies • New York, NY • 8h ago

Description

Role Summary : Lead, Inspire, and develop an Account Management and planning team to strategically and efficiently implement omni channel, 360 strategic sales plans to drive growth, rank and market share gains across retail portfolio. Work with the General Manager to execute overall brand strategy and balance portfolio of retailers to maximize profitable growth. Lead strategic retailer investment initiatives across key retailer (Advertising, In Store, Freelance and Capex) and evaluate efficiency.

Skill Summary : Astute business manager with strong relationship building skills, significant people management skills and a strategic outlook on how to build profitable sales

Strategic Responsibilities

Responsible for overall brand account strategies and account performance to support growth and gain market share; sets overall vision and strategy for Account Leads working with Marketing, GM and Head of Account & Sales Planning to grow sales and maximize ROI.

Leads Account Team to develop full calendar of tailored activities for retailer and retailer.com, leveraging overall brand category and marketing objectives and ensuring correct coordination and resource allocation between B&M and .com

Deep understanding of retailer dynamics (e.g., account dynamics and competitors' actions) and local market nuances (i.e., localization needs) to identify where to play, how to win, white space opportunities and competitive threats

Reviews full brand calendar of activities in accounts and in.com to ensure support across priority categories in both NPL and commercialization; ensure activities will support sales goals and are coordinated across accounts

Marketing Responsibilities

Partner with marketing and com teams to ensure that the right marketing activities (co-op, digital et.) supports brand objectives

Drive and communicate retailer needs with marketing to identify new opportunities and maximize programming. Focus on new customer acquisition opportunities.

Works extremely closely with Account, Marketing and Trade teams to ensure strong business decisions on marketing, assortment, stock levels, sampling, sets, exclusives and gifts tailored to retailers' customers

Ensures a strong visual presence in store, in local market and on retailer.com (e.g., outposts, consistent secondary exposure, merchandising)

Business Responsibilities

Owns Account P&Ls and must negotiate to maximize ROI, while hitting annual targets (retail sales, net sales, demo, promo, capex). Review Account and Door P&Ls seasonally (provided by finance).

Manage budget to drive profit while directing resources to the most efficient and effective growth drives

Work closely with internal and retailer planning and supply chain teams to ensure demand plan is accurate and maintain high fill rate

Negotiates overall demo (including freelance) investment with retailers and monitors freelance productivity/effectiveness

Leads Account Management communication to the field teams, to drive business and account priorities and maximize execution. Partner with HOS to lead processes across accounts to support field needs

Coordinates with regional teams and brands to ensure ELC portfolio is being leveraged with retailer

Works w/Head of Account & Sales Planning to deliver retailer inventory objectives and determine account level allocations (gift/promo, set/holiday, launch and collateral), including between B&M and .com, with input from Account Leads

Able to step in and manage retailer relationships to support Account Lead through difficult negotiations

Qualifications

15+ Years relevant work experience including experience - buying experience a plus

Strong relationship builder

Strong business and people manager

Excellent presentation and communication skills

Expertise to translate shopper insights and unique retailer strategies into key action steps. Must possess strong collaboration and influencing skills to translate strategic objectives into sales-driving action

Strategic thinker and able to layout a cohesive and clearly articulated strategy to drive the brand

Extensive business acumen and financial ability (i.e., P&L management, business drivers, building new channels/growth, savvy with standard business analyses) and analytical thinking Financial acumen

Solid understanding of primary levers and components to a successful account management

Strong project management capabilities with extreme attention to detail

Advanced proficiency in Microsoft Office Word, Excel and PowerPoint

Extensive domestic travel required within US.

Equal Opportunity Employer

It is Company's policy not to discriminate against any employee or applicant for employment on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. The Company will endeavor to provide a reasonable accommodation consistent with the law to otherwise qualified employees and prospective employees with a disability and to employees and prospective employees with needs related to their religious observance or practices. Should you wish to apply for this position or any other position with the Company and you believe you require assistance to complete an application or participate in an interview, please contact USApplicantAccommodations@Estee.com.

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