The Estee Lauder Companies Director, Retail Account Management, Origins in New York

Director, Retail Account Management, Origins

Brand: Origins


Role Summary: Oversee the Free Standing Stores (FSS) to maximize profitable growth; works closely with Marketing, Head of Account Management, Product Marketing and Trade Marketing. In addition, this role will be responsible for driving field partners to achieve and/or exceed the Company’s sales and profit plan.

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:

  • Responsible for overall FSS strategies and performance to support growth and gain market share; sets overall vision and strategy working with Marketing, Head of Account Management, Head of Account & Sales Planning to grow sales and maximize Return on Investment (ROI)

  • Develop specific FSS strategies.

  • Develop marketing calendar in alignment with national goals and plans.

  • Plan and execute advertising strategies, including CRM initiatives.

  • Plan and execute delivery of the visual calendar.

  • Develop selling plans.

  • Keep current on competitive activity and make appropriate determinations.

  • Ability to review calendar/sales plans and identify risks/opportunities and formulate alternative plans both in forecasting and current season.

  • Develop promotional calendar for total North America each season across Holiday, Skincare Giveaway, promotional sets, mailers and Consumer Outreach Programs.

  • Gain market share and rank through product distortion/in store activity

  • Deep understanding of FSS dynamics (e.g., account dynamics and competitors’ actions) and local market nuances (i.e., localization needs) to identify where to play, how to win, white space opportunities and competitive threats

  • Drive FS Store portfolio with strategic programs focused on consumer experience, repeat client rate, product distortion, regional relevance and 360 engagement strategy focusing on Omni channel experiences

  • Provide recommendations to brand/product on marketing/merchandising opportunities, competitive landscape, consumer demographics and localization opportunities to create points of difference across accounts

  • Utilize FSS unique business objectives and strategies to identify opportunity for differentiated approach for each

  • Reviews full brand calendar of activities in FSS and in .com to ensure support across priority categories in both new innovation and commercialization; ensure activities will support sales goals and are coordinated across accounts

Business Responsibilities:

  • Owns overall P&L for FSS (retail sales, co-op, freelance, promo, GWP, sets, capex), maximizes ROI

  • Own and drive the P&L (analyze and improve individual door P&L’s)

  • Plan, implement, control and deliver annual stock and sales plans.

  • Ensure that best decisions are made with regards to construction and in store budgets working with and through the field.

  • Coordinate with Marketing all collateral and sample programs for FSS.

  • Manage corporate demonstration strategies.


  • Position requires 8 years of related experience with proven success

  • BA required, MBA preferred

  • Free Standing Store Experience preferred

  • Excellent presentation and communication skills

  • Strong interpersonal skills; Ability to manage a team and the business

  • Must be a team player with strong analytical and communication skills

Job: Marketing

Primary Location: Americas-US-New York

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Travel: No

Job Number: 163107