Manager, Key Accounts

7 days ago

Toronto, Ontario, Canada The Estée Lauder Companies Full time
The Key Account Manager will implement an effective sales strategy in order to represent ELC Brands within key national retailers by;

Sales planning:
defining sell-in and sell-thru targets for key accounts
Managing the full commercial relationship between ELC and the retailer's buying department
Coordinating the Trade marketing activities on Brick and Mortar and on Line Channel
Ensuring cross brand collaboration and upholds ELC Corporate view across Retailer group

Key roles and responsibilities include;
Drive Sales and Business Relationships

  • Maintaining long lasting collaborative relationships with retailers
  • Building collaborative relationships with retail partners and brand teams, working together to build and implement strong plans, with the ability to quickly identify relevant sales opportunities in order to achieve targets.
  • Executing strategic plans to deliver wholesale targets, keep net shipment plans updated based on trade and promotional activity.
  • Collaborating with Key Account Director, Field Sales Director and Commercial Leads to assists Brand Managers in developing distribution strategies in line with overall brand strategy.
  • Collaborating with internal and external stakeholders to executive sales programs that deliver on net budgets and drive profits.
  • Responsible for retailer collaboration with Open to buy (OTB) cascading to relevant brand teams.
  • Tracking and monitoring how the brands within ELC are performing in relation to the retailer and market. Collaborate with brands to identify opportunities and strategies to accelerate market share.
  • Executing initiatives with the retailer to drive synergies, sales and market share
  • Ensuring all financial trackers are updated within agreed timelines wholesale, retail, discount rebates, returns.
  • Communicating to Key Account Director, Brand Managers and VP Commercial/Sales and external stakeholders sales results and key metrics.
  • Escalating specific situations with a sense of urgency to Key Account Director and/or Commercial/Sales Lead
  • Responsible for the retailer relationship by being the main point of contact to the retailers merchant/marketing for all daytoday matters
  • Understanding store operations and activities of each retailer and work in conjunction with the brand and fieldbased store team to deliver results.
  • Holding regular store visits with Commercial Leads, Field Sales team and Brand Mangers to understand commercial and retail environment and seek feedback on challenges and successes, to build into future planning and develop new best practices.
  • Effectively communicating with field, brand and education team to brief on retailer strategy and opportunities to maximize wholesale and retail sales.
  • Collaborating with Key Account Director to optimize the gross to net sales per retailer, per brand, per month
  • Monitoring return targets for each account and recommend actions in collaboration with the Key Account Director
  • Supporting in monthly sales estimate process by providing insight to key account sales, sellin/sellthru per retailer, key metrics etc
  • Executing on coop plans in cooperation with the brands per retailer and share the follow up with the brand.
  • Participating in Brand Marketing and Sales planning meetings
Marketing Execution/ Business Analytics

  • Participating proactively in promotional and NPD launch planning processes, working collaboratively with Brand Marketing and Demand Planning teams. Identify any future growth / current launch plan opportunities.
  • Participating in presentations to retailers with ELC Brand Teams to launch and leverage new launches and growth opportunities in addition to market meetings
  • Staying up to date with brand digital marketing activity, as well as competitor marketing activity (for broader view of the market)
  • Continually analyze wholesale and retail data to identify strengths and weaknesses and spot trends. Interpret and analyze data to develop a contingency plan for businesscritical issues and repriorities in line with the changing needs of the business, in agreement with Commercial lead, Brand Managers and Director, Key Account Manager
  • Interpreting data, analyzing for decision making, reporting and presentations.

Qualifications

  • Minimum 5+ years of experience in similar or related role. Prestige beauty experience an asset


 Analytical Mindset
  • Uses data available to keep up to date on performance and current business trends
  • Exceptional interpersonal, analytical, negotiation and communication skills
  • Systems: MS Office (Intermediate), BI Systems
  • Ability to relate with different stakeholders and enjoys the fastpaced retail environment.
  • Proactive in problemsolving and taking initiative to analyze, understand and improve business
  • Embraces change and adapts to new Company initiatives/directions with flexibility

Job:
Strategy / Business Development

Primary Location:
Americas-CA-ON-Toronto

Job Type:
Standard

Schedule:
Full-tim

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