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Executive Director, Key Account Management – Department Stores
Estee Lauder
New York, NY, United States
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Description
POSITION SUMMARY:
Lead the creation of growth strategies for ELC’s portfolio in Department Stores, reporting to the SVP Key Account Management for Department Stores. Responsibilities include determining ‘where to play and how to win’ opportunities for ELC in our largest channel, owning the knowledge agenda for ELC at Macy’s, Dillard’s and Belk, and collaborating closely with key stakeholders -- these will include ELC NA brand teams, stakeholders at each department store, and cross-functional teams (esp. NA Strategy, NA Consumer Insights, NA Analytics and NA Media). Own the Key Account Management relationship at Dillard’s and Belk.
KEY ROLES & RESPONSIBILITIES
Lead Marketing Insights & Strategy for ELC Portfolio at Macy’s
• Set marketing strategy for ELC portfolio and individual brands in Department Stores, determining ‘where to play’, ‘how to win’, and ‘blue sky’ opportunities for outsized growth and gaining share in alignment with the broader business strategy for each of the retailers.
• Work with each retailer to identify opportunities to strengthen its points of difference and competitive advantages as a Beauty destination.
• Identify opportunities and threats to ELC and/or retailer through monitoring and in-depth understanding of the US prestige beauty market dynamics across categories (skincare, makeup and fragrances) and channels/retailers (e.g., dept. store, specialty-multi, online).
• Lead the knowledge agenda for department stores by leveraging existing data (e.g., CRM, transactions, primary / secondary research)
• Work to fill priority knowledge gaps related to the strategic priorities.
• Lead and evolve the way in which ELC partners with department stores to answer insights questions by increasing the sharing of information and pursuing joint-studies.
• Constantly pursue opportunities to capitalize on portfolio scale, e.g., looking for synergies, sharing best practices, streamlining processes, etc.
• Evolve business / service model at both bricks and .com to fully capitalize on the unique strengths of each channel and deliver overall omni-channel experience.
• Work with SVP Key Account Management on Macy’s while having direct responsibility for Dillard’s and Belk.
Work Effectively Across Brands and Cross-Functional Groups to Achieve Brand & Portfolio Objectives
• Work closely with ELC NA brand teams to jointly develop strategies and tactics to capture the priority opportunities for each retailer.
• Oversee key elements of the marketing calendar, aligning on measurements of success, and incorporating retailer priorities and calendar nuances.
• Own key relationships with the centers of expertise at each retailer: managing key interactions and meetings, and overseeing special projects from concept to execution.
• Ensure brand teams and retailer merchant teams maximize the use of centers of expertise in both organizations (media strategy, analytics, consumer insights, etc.).
• Point person on for preparations for key external strategy meeting with Macy’s and internal strategy meetings with senior management and individual brands.
• Manage relationships with key cross-functional partners in NA Region and Corporate to deliver on expectations of the role (e.g., finance, insights, media, analytics, etc.)
• Manage senior analyst responsible for Macy's marketing and business analysis. Where applicable, partner brand marketing teams in developing the members of their teams dedicated to Macy's.
Guide Effective Allocation of Marketing Resources to Meet Strategic and Profit Objectives
• Collaborate with the brands, on the effective use of ELC marketing dollars spend in departments stores, ensuring resources are being used within budget, in alignment with corporate media strategy, and behind the highest ROI opportunities.
• Recommend how to use test-and-learn funds along with tracking the performance of such initiatives and rollout to other brands.
QUALIFICATIONS
• 10 years of relevant experience
• BS/BA required or equivalent related work experience – MBA highly desirable.
• Prestige beauty experience and department store experience. (knowledge of Macy’s, Belk and/or Dillard’s a plus)
• Marketing strategy experience – brand portfolio strategy highly desirable
• Extensive business acumen and analytical thinking
• Management consulting (in beauty and/or CPG desirable - prestige/luxury preferred)
• Management/supervisory experience
• Strong relationship building, and ability to negotiate skilfully with internal and external groups
• Design (create) and manage change initiatives
• Demonstrated leadership and ability to influence others
• Ability to deal with ambiguity, manage change, and handle risk / uncertainty
• Brand marketing and consumer insight experience
• The ability to collaborate and achieve consensus with other groups
• Excellent written and oral communication skills are essential