The Estee Lauder Companies Vice President, Head of Account Management, MAC in United States

Vice President, Head of Account Management, MAC

Brand: MAC



Role Summary: Balance portfolio of retailers to maximize profitable growth; works with GM to execute overall brand strategy at the retailer to drive results; Manage Account Leads/Head of Acc’t & Sales Planning; Works closely with Marketing, GM, Product Marketing and Trade Marketing

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


Strategic Responsibilities

o Responsible for overall brand account strategies and account performance to support growth and gain market share; sets overall vision and strategy for Account Leads working with Marketing, GM and Head of Account & Sales Planning to grow sales and maximize ROI

o Deep understanding of retailer 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

o Provide recommendations to Account Leads on product/category/merchandising opportunities, competitive landscape, consumer demographics and localization opportunities to create points of difference across accounts

o Utilize accounts’ unique business objectives and strategies to identify opportunity for differentiated approach for each

o Constantly look for ways to capitalize on portfolio scale (e.g., synergies, sharing best practices across brands/accounts)

o Reviews full brand calendar of activities in accounts 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

o Coordinates with KAMs to ensure ELC portfolio is being leveraged with retailer

o Works w/Head of Account & Sales Planning to deliver retailer inventory objectives and determine account level allocations (gift/promo, set/holiday, launch and collateral), including between B&M and .com, with input from Account Leads

Business Responsibilities

o Owns overall P&L for accounts (retail sales, co-op, freelance, promo, GWP, sets, capex), maximizes ROI and ensures that Account Leads are spending effectively and within budget

Negotiation/Retailer Relationships

o Able to step in and manage retailer relationships to support Account Lead through difficult negotiations

o Able to stand in for GM in internal and external negotiations to drive overall brand vision



o 15 Years relevant work experience including experience – buying experience a plus

o Strong relationship builder

o Strong business and people manager

o Excellent presentation and communication skills

o 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

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

o 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 Financial acumen

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

o Strong project management capabilities with extreme attention to detail

o Advanced proficiency in Microsoft Office Word, Excel and PowerPoint

o Extensive domestic travel required within US.

Job: Sales

Primary Location: Americas-United States

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Travel: Yes, 50 % of the Time

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. Job Number: 173798