The Estee Lauder Companies Director, Account Lead, Department Stores , Origins in New York
Director, Account Lead, Department Stores , Origins
Role Summary: Supports Executive Director to manage overall relationship in assigned Department Store (DS) accounts, working closely with Planner and Trade Marketing. Leads the short to medium-term planning of basic, launch, GWP/promo, sets, holiday and category/marketing strategy. Delivers sustainable growth plan for brand in account, determining where to play, how to win, and white space priorities.
Skill Summary: Astute business manager with strong relationship building skills, significant people management skills and an understanding of strategic programming to drive profitable sales.
Deep understanding of dynamics of assigned accounts and local market nuances to help set overall account strategy that guides category priorities, marketing campaigns, assortment, merchandising, promos/GWP (Gift with Purchase)/sets, events and all other parts of the business
Develop a full calendar of tailored activities for assigned retailers and retailer.com, leveraging overall brand category and marketing objectives and ensuring correct coordination and resource allocation between B&M, working with ED of Account Management, Marketing and Sales
Operations/planning to grow sales and maximize Return on Investment (ROI).
Reviews full brand calendar of activities for each retailer to ensure support across priority categories in both new innovation and commercialization; ensure activities will support sales goals
Provides guidance to planners to negotiates seasonal stock & sales plans with input from Account & Sales Planning
Develop promotional calendar for total North America each season across Holiday, Skincare Giveaway, promotional sets, mailers and Consumer Outreach Programs.
Provide feedback to North America Marketing on Brand Category Strategy via the MFP process
Primary owner/manager of advertising spend for account and in-store visual budget for visual weeks; works closely with Trade Marketing to project manage execution; may manage other key parts of the marketing budget based on guidance from Account Management Lead.
Ensures strong visual presence in store, in local market and on retailer.com (e.g., outposts, out-of-home ads, merchandising); gain market share and rank through product distortion/in store activity
Works extremely closely with Trade Marketing and Account & Sales Planning to ensure strong business decisions on marketing, assortment, allocations, sampling, sets, exclusives and gifts tailored to retailers’ customers
Provide recommendations to brand on marketing/merchandising opportunities, competitive landscape, consumer demographics and localization opportunities to create points of difference across accounts
Retailer Seasonal Plans:
Facilitate Planner development of Seasonal Account plans through helping to implement the following along with guidance from Sales Planning and Operations:
Launch, Holiday, Sets and retailer exclusives
Sales plans for GWP and other key sales events
Door closing / openings estimates
Supports Account Management team to manage P&L items, may provide input or analysis to maximize ROI and sales
Provide guidance to the planners in the development of seasonal stock and sales plans.
Ensure that best decisions are made with regards to construction
With finance, reviews door P&Ls seasonally (prepared by finance) to analyze outliers/ensure more profitable & productive doors
Manage corporate demonstration strategies, produce monthly demo reports for field that monitor productivity/effectiveness (e.g., hour utilization, open positions, BA productivity.)
May develops reporting and analyses to support sales, pilots and other special events.
Must possess strong collaboration and influencing skills in order to translate strategic objectives into sales-driving action
Strategic thinker and able to lay out a cohesive and clearly articulated strategy to drive the brand
Extensive business skill 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
Position requires 8 years of related experience with proven success
BA required, MBA preferred
Excellent leader and relationship builder
Strong negotiation, interpersonal and communication skills.
Must be a team player and a self-starter adept at problem solving
Extensive business experience and superior analytical skills with sound business and financial judgment
Primary Location: Americas-US-New York
Job Type: Standard
Shift: 1st (Day) Shift
We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply.
Job Number: 1811610