The Estee Lauder Companies Director, Account Lead - Ultra Prestige Fragrances in New York, New York

Director, Account Lead - Ultra Prestige Fragrances

Brand: Tom Ford Beauty


Role Summary: Works with VP, Account Management as main point of contact to deliver a sustainable growth plan for Kilian and Frederic Malle (all accounts), determining where to play, how to win, and white space opportunity. Manages overall retail relationship from vision to execution, working closely with the planner and trade marketing. Covers basic, launch, sets, holiday, non-saleable/collateral/all supporting elements.


  • Understanding of retailers and local market nuances to help build overall account strategy which guides category priorities, marketing campaigns, assortment, merchandising, sets, events and all other parts of the business.

  • Drive the team toward achieving short term and long term strategic objectives for the brand and the region.

  • Deliver monthly business reviews and long term strategic goals to the global brands.

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

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

  • Ensures success of all personal appearances, events and new door openings.

  • Partners with product marketing to ensure new launch relevance within the account portfolio.

  • Coordinates 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 the right marketing activities (in store, co-op, digital/social, etc.) to support events, and other brand activities.

  • Works extremely closely with Head of Account Management, Trade Marketing and Account & Sales Planning to ensure strong business decisions on marketing, assortment, stock levels, sampling, sets, and exclusives.

  • Presents seasonal program (with trade marketing) at market visits.

  • Leads the sales and mix plan (with planner) for the brands/accounts.

  • Owns key P&L items 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.

  • Reviews door profiles with input from planner and the field; works with Marketing Ops to determine door level allocations.

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

  • Works together with National Sales manager and field directors on (1) adherence to merchandising guidelines; (2) demo/freelance investment; (3) monitoring of productivity/effectiveness; (4) field incentives and contests and (5) setting total investment for field to allocate and execute by door.


  • 8 years related experience.

  • Bachelor’s degree required.

  • Strong digital and social experience

  • Strong business and people manager.

  • Excellent presentation and communication skills

  • Ability to translate shopper insights and unique retailer strategies into key action steps. Strong collaborative and influencing skills to translate strategic objectives into sales-driving action.

  • Strategic thinker with ability to lay out a cohesive and clearly articulated strategy to drive the brands

  • 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

  • Fluency in French desired but not required

Job: Retail - Corporate

Primary Location: Americas-US-NY-New York

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Travel: No

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. Job Number: 1714906