Account Planner

2 weeks ago

Toronto, Ontario, Canada The Estée Lauder Companies Full time

PRINCIPAL OBJECTIVE:

Strong business manager with extensive experience developing account category strategies, sell-through and sell-in forecasts, negotiating stock & sales plans, delivering gross shipments, and managing key metrics and inventory levels.

Manages retailer orders to ensure optimal ordering parameters (VMI) or advise on optimal parameters (non-VMI), manages inventory in the trade to minimize returns and ensures the right level of WOS in the right SKUS in the right doors.

Reports to Director of Account & Sales Planning to ensure consistency across accounts. Ensures that account's inventory is managed to hit brand and retailer metrics and supports retail sales growth.

PRIMARY EVALUATION METRICS:
Gross shipments, returns, WOS, inventory turn, counter service level, inventory accuracy

KEY ROLES AND RESPONSIBILITIES:
PRE-SEASON PLANNING

Annual Budgets/Sales Plans/Gross Shipments

Seasonal Category Planning

Seasonal Stock & Sales Plan Development

Proactively develops seasonal Brand Stock & Sales plan that supports category and inventory targets, including returns
Participates in Brand Stock & Sales plan meeting with retail buyer and conducts needed adjustments based on feedback
Negotiates Stock & Sales Plan with retailer seasonally as part of planning and then conducts monthly negotiations in season (see Monthly Stock & Sales Plan Management and LE Reporting)
Calls out risks and opportunities to financial plan to director

Other Seasonal Planning

Works jointly with retailer's replenishment team to lead seasonal discussion to review retailer's order parameters with buyer, suggesting adjustments to improve the quality of overall orders
Participates in seasonal review of door profiles that govern collateral allocations with retailer and make any necessary modifications
Participates in seasonal review of other allocation methodologies for samples or transaction based items (e.g., hygienic supplies, cards) with retailer to align on seasonal methodology
Review Programming Side by Side calendar to ensure inventory is supporting strategic initiatives

IN-SEASON MANAGEMENT

Monthly Stock & Sales Plan Management and LE Reporting

Build weekly ship plans for account based on monthly Stock & Sales plan and refresh weekly/monthly
Monitor and report on gross shipments to plan to director and brand manager, identifying any risks and opportunities; calls out gaps to seasonal plan and proposes initiatives to close the gaps/further drive sales
Participates in monthly Latest Estimate
For Specialty-Multi planners, work with all buyers across categories and B&M/Online
Order Processing

Conduct weekly / bi-weekly call with retail buyer to understand OTB and any constraints
Conduct strategic analyses on top doors and top SKUs to identify sales opportunities and influence retailers' basic order, utilizing standard methodology and template for order recommendations
Recommend initial and launch re-order quantities using analytics; review retailer submitted order to ensure it is within guidelines
Develops orders that balance launch and basic needs and availability; ensures that order reflects seasonal sales spikes (e.g., GWP, Holiday); scales order to OTB as required
Reviews counter service levels, OOS and fill rates and use as input to order changes
Ensure that orders reflect correct SKU assortment for accounts / doors
Update the weekly shipment forecast
Join appropriate field calls to stay current and anticipate ordering needs based on field activities
Inventory Management

Weekly review of Service Levels and evaluate any lost sales or SKUs with low WOS; address any issues and elevate to Head of Account & Sales Planning if needed
Seasonal review of performance metrics (e.g., ROQ, WOS, counter service levels, stock turn) with Replenishment Team to revise (VMI) or recommend retailer changes (non-VMI)
Manage inventory levels including phase-ins, phase-outs, discos, returns (customer and RTVs), DIFs, testers, inventory adjustments and markdowns, with particular focus on proactively minimizing returns and DIFs
Manage, communicate and execute return of goods on discontinued and post-holiday items and track in-season compliance
Advise retailers' on "like" replacements of OOS items and ensure re-orders are placed and filled in timely manner when item comes back in stock
Recommend opening order for new retailers/stores
Provide SKU forecasts that meet SKU productivity targets for planograms and launch pipe
Monitor inventory levels at the retailer DC to ensure sufficient WOS
Leverage returns/turn off SKU codes to ensure proper sell down prior to gondola update
Annually review physical inventory to variance reports to ensure accuracy and ensure correct adjustments are made

Allocations

Involved in collateral allocation at the door level
Reviews door level allocation of samples in passport; manages and communicates launch quantities and ship dates to retailer
Reviews door level allocation of launch/holiday/sets in L

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