The Estee Lauder Companies Director, Account Lead, Department Stores , Origins in New York

Director, Account Lead, Department Stores , Origins

Brand: 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.


Strategic Responsibilities:

  • 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, 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

Marketing Responsibilities:

  • 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 (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

Business Responsibilities:

  • 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.


Detailed Skills:

  • 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

Job: Marketing

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: 1811610