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Director, Speciality-Multi Account Lead
Estee Lauder
New York, NY, United States
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Description
Principle Objective
The Account Lead is Estee Lauder’s primary point of contact with Specialty-Multi Retailers (Ulta, Sephora, Blue Mercury) and is responsible to drive the business, from owning the P&L, programming the calendar, deciding the assortment (in conjunction with marketing) and developing overall category priorities.
Develop strategic vision for account, including door expansion and cadence. Work with Planner and Trade Marketing to execute vision in both B&M and .com. The Account Lead will program the account’s calendar and provide direction on non-saleable/collateral/all supporting elements to calendar activities. They are responsible for delivering a sustainable growth plan for the brand in an account, determining where to play, how to win, and white space.
Key Responsibilities:
Strategic responsibilities
• Deep understanding of retailer and local market nuances to help set overall account strategy that guides category priorities, marketing campaigns, assortment, merchandising, promos/ sets/holiday, events and all other parts of the business
• 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
• Negotiate seasonal stock & sales plans with input from the Account Planner.
Marketing responsibilities
• Work closely with Trade Marketing and Account & Sales Planning to decide on marketing, assortment, stock levels, sampling, sets, exclusives and gifts tailored to retailers’ customers
• Ensure that right marketing activities (in store, co-op, digital/social, etc.) are in place
• Ensure strong visual presence in store, in local market and on retailer.com (e.g., outposts, out-of-home ads, merchandising)
Business Responsibilities
• Own key P&L items for account and determines spend to maximize ROI and sales; held to seasonal targets (retail sales, net sales, demo, co-op, freelance, promo, sets, capex) and shapes the execution of these items at the retailer
• With finance review Account P&Ls monthly/quarterly (prepared by finance) to understand effect of past resource allocations and to analyze outliers and apply learnings to other doors
• Determines overall demo (including freelance) investment and monitors productivity/effectiveness monthly (e.g., hour utilization, open positions) and communicates to field; sets total investment for field to allocate and execute by door
Qualifications
Detailed Skills
• Minimum 8 years related experience preferably in Beauty or Consumer Packaged Goods and/or Retail.
• Experience in specialty-multi a plus.
• Strategic; Focuses on the issues driving material differences in the business
• Strong relationship builder; strong business acumen and financial ability (i.e., P&L management, main drivers of business, savvy with standard business analyses)
• Solid understanding of primary levers and components to a successful marketing campaign
• Excellent interpersonal skills and ability to collaborate
• Excellent quantitative and analytical skills