The Estee Lauder Companies Director, Account Lead, Tom Ford Beauty in New York, New York

Director, Account Lead, Tom Ford Beauty

Brand: Tom Ford Beauty


Role Summary:

Works with VP, Account Management to deliver sustainable growth plan for brand in account, determining where to play, how to win, and white space. Brands main point of contact for a retailer who manages overall relationship from strategic vision to execution, working closely with Planner and Trade Marketing. Covers basic, sets, holiday, non-saleable/collateral/all supporting elements.

Skill Summary:

Astute business manager with strong relationship building skills, significant people management skills and a strategic outlook on how to build profitable sales


  • Detailed Role Strategic Responsibilities:

  • Deep understanding of retailer and local market nuances to help set overall account strategy that guides category priorities, marketing campaigns, assortment, merchandising, events and all other parts of the business.

  • Develops full calendar of tailored objectives for retailer and, leveraging overall brand category and marketing objectives and ensuring correct coordination and resource allocation between B&M and .com.

  • Negotiaties seasonal stock & sales plans with input from Account & Sales Planning

  • Coordinates closely with KAMs to ensure ELC portfolio is being leveraged with retailer

  • Ensures strong visual presence in store, in local market and on (e.g, outposts, out-of-home ads, merchandising).

  • Ensures that right marketing activities (in store, co-op, digital/social, etc.) supports events, promos and other brand activities.

  • Works extremely closely with Trade Marketing and Account & Sales Planning to ensure strong business decisions on marketing, assortment, stock levels, sampling, sets, exclusives and gifts tailored to retailers’ customers.

  • Owns 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, promo, capex) and shapes the execution of these items at the retailer.

  • Reviews door profiles with input from planner and the field; works with VP Account Management to determine door level allocations.

  • With finance, reviews door P&Ls seasonally (prepared by finance) to analyze outliers/ensure more profitable & productive doors.

  • Negotiates overall demo investment with retailer and monitors productivity/effectiveness; sets total investment for field to allocate and execute by door.

Business Responsibilities:

  • Owns 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, promo, sets, capex) and shapes the execution of these items at the retailer.

Negotiation/Retailer Relationships:

  • Able to step in and manage retailer relationships to support VP, Account Management through difficult negotiations

  • Able to stand in for VP, Account Management in internal and external negotiations to drive overall brand vision


Detailed Skills:

  • 8 years related experience with Bachelor’s degree

  • Strong business and people manager and strong relationship builder

  • Excellent presentation and communication skills

  • Expertise to translate shopper insights and unique retailer strategies into key action steps. Must possess strong collaboration and influencing skills in order to translate strategic objectives into sales-driving action

  • Strategic thinker and able to layout a cohesive and clearly articulated strategy to drive the brand

  • Extensive business acumen and financial ability (i.e., P&L management, business drivers, building new channels/growth, savvy with standard business analyses) and analytical thinking

  • Solid understanding of primary levers and components to a successful account management

Job: Sales

Primary Location: Americas-US-NY-New York

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. Job Number: 175768