The Estee Lauder Companies Account Planner, Premier & Strategic Accounts, MAC in New York

Account Planner, Premier & Strategic Accounts, MAC

Brand: MAC



Strong business manager with extensive experience developing account category strategies, sell-through and sell-in forecasts, negotiating stock & sales plans, delivering gross shipments, and managing key metrics and inventory levels. Manages retailer orders to ensure optimal ordering parameters (VMI) or advise on optimal parameters (non-VMI), manages inventory in the trade to minimize returns and ensures the right level of WOS in the right SKUS in the right doors. Works in partnership with Account Lead, that helps develop overall account strategy (e.g., Category Plan and Stock & Sales Plan). Also works with retailer partner team to build retailer plans. Reports to Head of Account & Sales Planning to ensure consistency across accounts. Ensures that account’s inventory is managed to hit brand and retailer metrics and supports retail sales growth.

PRIMARY EVALUATION METRICS: Gross shipments, returns, WOS, inventory turn, counter service level, inventory accuracy



Annual Budgets/Sales Plans/Gross Shipments

-Provide input to Head of Account & Sales Planning as needed for LRP and budgeting process

Seasonal Category Planning

-Prepare and align on upcoming season account category plan that includes detailed plan for basic, launch, gift and holiday business by applying detailed knowledge of account’s business and customer, brand strategy and category/SKU analytics

-Provide feedback to Marketing on MFP/Brand Category Strategy

-Account Plan includes estimates of door changes (openings/closings) and

-If there is a gap between the plan and the MFP or financial targets, Planner may help the Account Lead develop a business case to close the gap; if there are opportunities, the planner will seek them out and build a plan around them

-Attends Seasonal planning meeting with retailer to support Account Lead in discussions on account category strategy

-For Specialty-Multi planners, develop forecasts for incremental programs for gondola and other store displays (e.g., out-postings, end caps)

-Help inform Account Lead strategy on optimal SKU assortment, focusing on differentiating assortment only in those areas of highest opportunity

Seasonal Stock & Sales Plan Development

-Proactively develops seasonal Brand Stock & Sales plan that supports category and inventory targets, including returns

-Leads meeting presenting Brand Stock & Sales plan with retail buyer and conducts needed adjustments based on feedback

-Negotiates Stock & Sales Plan with retailer seasonally as part of planning and then conducts monthly negotiations in season (see Monthly Stock & Sales Plan Management and LE Reporting)

-Calls out risks and opportunities to financial plan to Head of Account & Sales Planning

Other Seasonal Planning

-VMI: Works jointly with Replenishment team to lead seasonal discussion reviewing order parameters with retailer, making adjustments to improve the quality of the overall ROQ

-Non-VMI: Works jointly with Replenishment team to lead seasonal discussion to review retailer’s order parameters with buyer, suggesting adjustments to improve the quality of overall orders

-Sets WOS parameter’s plans by sku bucket

-Participates in seasonal review of door profiles that govern collateral allocations with retailer and make any necessary modifications

-Review Programming Side by Side calendar to ensure inventory is supporting strategic initiatives


Monthly Stock & Sales Plan Management and LE Reporting

-Manage in-season monthly brand stock and sales plans by reviewing previous month actuals, re-projecting plan, and conducting analyses on inventory/sales to drive insights

-Build weekly ship plans for account based on monthly Stock & Sales plan and refresh weekly/monthly

-Discuss re-projected sales and receipt plan with retailer

-Monitor and report on gross shipments to plan to Head of Account & Sales Planning and Account Lead, identifying any risks and opportunities; calls out gaps to seasonal plan and proposes initiatives to close the gaps/further drive sales

-Develop monthly Latest Estimate

-For Specialty-Multi planners, work with all buyers across categories and B&M/Online

Order Processing

-Conduct weekly / bi-weekly call with retail buyer/planner to understand OTB and any constraints

-VMI: Conduct strategic analyses on top doors and top SKUs to identify sales opportunities and build basic order, utilizing standard methodology and template for order processing

-Non-VMI: Conduct strategic analyses on top doors and top SKUs to identify sales opportunities and influence retailers’ basic order, utilizing standard methodology and template for order recommendations

-VMI: Develop initial and launch re-order quantities using analytics; process initial launches and launch re-orders

-Non-VMI: Recommend initial and launch re-order quantities using analytics; review retailer submitted order to ensure it is within guidelines

-Develops orders that balance launch and basic needs and availability; ensures that order reflects seasonal sales spikes (e.g., GWP, Holiday); scales order to OTB as required

-Reviews counter service levels, OOS and fill rates and use as input to order changes

-Ensure that orders reflect correct SKU assortment for accounts / doors

-Update the weekly shipment forecast

-Join appropriate field calls to stay current and anticipate ordering needs based on field activities

Inventory Management

Weekly review of Service Levels and evaluate any lost sales or SKUs with low WOS; address any issues and elevate to Head of Account & Sales Planning if needed

Seasonal review of performance metrics (e.g., ROQ, WOS, counter service levels, stock turn) with Replenishment Team to revise (VMI) or recommend retailer changes (non-VMI)

-Manage inventory levels including phase-ins, phase-outs, discos, returns (customer and RTVs), DIFs, testers, inventory adjustments and markdowns, with particular focus on proactively minimizing returns and DIFs

-Manage, communicate and execute return of goods on discontinued and post-holiday items and track in-season compliance

-Train retailers and employees on DIF process to ensure optimal usage; monitor compliance and provide feedback

-Advise retailers’ on “like” replacements of OOS items and ensure re-orders are placed and filled in timely manner when item comes back in stock

-Recommend opening order for new retailers/stores

-For Specialty-Multi planners, provide SKU forecasts that meet SKU productivity targets for planograms and launch pipe, monitor inventory levels at the DC to ensure sufficient WOS, leverage returns/turn off SKU codes to ensure proper sell down prior to gondola update

-Annually review physical inventory to variance reports to ensure accuracy and ensure correct adjustments are made

Administrative Activities

-Conducts some relevant administrative tasks (e.g., filling out retailer required information for new products)

-Proactively partners with Account Services to ensure that PO Logs and OOS Reports address the highest need areas for the retailer and field; works with Account Services to devise solutions when issues occur

-Set up New Account Openings and closings

-Stay up to date on information in retailer seasonal packet that includes SRP changes, SKU edits, OOS, discos, order form, RTV requirements and in stock dates (packet owned by Marketing Ops)

-Attend monthly planner Community of Practice calls and Brand planner meetings

Core Competencies:

-Strong financial and analytical acumen; ability to advocate for and develop planning best practices and strong, mutually beneficial collaboration with retailers

-Strong business savvy and knowledge; ability to use analytics to convince others of financially sound options for the Account that will maximize sales and minimize returns

-Highly organized and structured



  • College degree required

  • 5-6 years’ experience with 3-5 years specifically in financial planning or working with stock & sales plans

  • Strong math and analytical skills

  • Strong ability to structure, analyze and manipulate large amount of data in excel quickly (e.g., pivot tables, vlookup, data cleaning, etc.)

  • Ability to review and analyze Stock & Sales Plan; knowledge of inventory models and KPIs (turn, WOS) and retail supply chain

  • Understanding of forecasting and replenishment planning tools and systems

  • Strong communication and negotiation skills and ability to present effectively and credibly to client

  • Self-starter and ability to work independently

  • Knowledge of basic inventory and replenishment skills

Job: Sales

Primary Location: Americas-US-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: 1813936