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Vice President, North America Sales
Estee Lauder
Los Angeles, CA, United States
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Description
GLAMGLOW® has grown from a conversation, originally designed for the Hollywood Entertainment, Music, Fashion and Award Industries, into an incredible success story. Sold in the world’s most notable global retailers and winner of numerous beauty awards, GLAMGLOW® is becoming globally recognized for SEXY, INNOVATE, FUN mud treatments, that deliver instant visible results.
GLAMGLOW® is looking for an experienced committed personality to ‘Own it, Bring it, Dream it and Execute it’. Someone with the motivation, ambition and confidence to take a 3-year young start up brand and scale it into one of ELC’s mid-size portfolio brands. Welcome to GLAMGLOW and the World of GLAMLAND.
Position Summary:
This position holds primary accountability for all business development in North America (United States and Canada) to include the full P&L management (including NOP), profit targets, market share (growth) and distribution. This position is also responsible for developing Field and Education efforts in NA. Additionally, this role will partner closely with Global Marketing in leading ALL North America Marketing efforts. Acts as Primary steward of brand equity for the region. Leads key North America regional initiatives for GLAMGLOW that drives efficiency, effectiveness, alignment and relevancy as a region.
Responsibilities:
Customer and Market Share Growth
Drive consumer and brand growth strategically and operationally. Create North America strategy for brand across all retail channels to include all retailer brick and mortar, retailer.com, on-line, and broadcast retail. Ensure strategy alignment with Brand, Corporate and NA Regional strategies while ensuring that the brand image is properly maintained. Excellence in strategy execution and integrated approach across all key functional areas for goal attainment.
Lead market development with focus on synthesizing and articulating needs of the region in product development, marketing, merchandising, education and creative.
Develop all retail sales objectives, plans, and programs within the Region.
Develop and strengthen all retailer relationships.
Responsible for all commercial negotiations for NA.
Lead activities associated with new doors and launches.
Determine future opportunities (channel, market, consumer segments, and doors)
Support Global General Manager by:
Collaborate with Global General Manager, North America Group President and Finance to establish sales and profitability targets and budgets based on priorities/potential
Develop 3 year strategic Plan for NA
Keep GM abreast of NA performance and raise key issues
Align key leads in NA with global brand strategies
Monitor strategic development and execution of NA related activities to meet agreed on objectives
Present recommendations for financial improvement and process change for NA
Marketing
Partner with Global Marketing in flawless execution of North America Marketing:
Formulate brand marketing objectives and programs for the region and the development of Canada
Develop and ensure 360 degree execution of brand marketing, plans, calendars, launches, and tools
Lead implementation of comprehensive pricing strategy for region in line with Global strategy.
Leverage global pricing group resources.
Ensure consumer, market, and competitive insights are updated and leveraged, with the development of category (and sub-category).
Drive NA-specific needs in creative and merchandising
Leads activity associated with new door and market launches
Finance
Develop Sales, Budget and profit targets based on priorities
Full P&L management. Direct responsibility for Sales, returns and NOP targets.
◦ Ensure monthly and quarterly control. Review monthly achievements and adjust as necessary
Determine ways for financial improvement and efficiency
Ensure strong ROI on key business levers.
◦ Conduct post launch evaluation analysis of major programs
Ensure proper expense allocation by channel and key business drivers
Planning
Oversee forecasts to ensure planning accuracy and appropriate inventory levels
Ensure appropriate inventory levels/ mix within Channels
Partner with Global Demand Planning in ensuring ALL regional forecasts are accurate
Product Development
Articulate needs of region in product planning cycles
Collaborate with Global Marketing on product calendar and cadence of product launches inclusive of:
◦ Ensure alignment with COG’s targets
◦ Ensure innovation / channel needs are met
◦ Pursue key category trends / retailer curation
Field / Education
Select, manage, lead and build talent for brand field and education teams in US and Canada
Lead goal setting, bonus objectives and performance review activities in collaboration with Human Resources and provide feedback on performance
Identify education requirements specific to each channel to ensure consistent understanding of the brand
Oversee the delivery of best in class education programs, tools and events
Collaborate closely with Global Marketing & Education Teams in development of education and events
Qualifications
Undergraduate degree required; MBA a plus
15 years of relevant Sales, Marketing and or General Management experience
Substantial knowledge of branding strategies and ability to discern those brand/product attributes that will drive strong market relevance, profitability and competitive advantage, while protecting consistent global brand identity
Masterful knowledge of the beauty/cosmetics industry and competitor products, current/future strategies and pricing -- in order to assess how to position GLAMGLOW for optimal performance/ profitability
Strong communication skills to clearly articulate region needs and influence outcomes
Significant financial acumen to understand drivers of profitability and prioritize investments for the highest ROI
Recognized collaboration and teamwork skills and ability to build strong relationships
Highly developed leadership skills with ability to lead large and geography-dispersed teams.
Lead effectively in a matrix environment, and develop/retain top talent and earn leadership respect throughout the organization