The Estee Lauder Companies Director, Retail Channel, Origins in New York
Director, Retail Channel, Origins
Role Summary: Lead sales for the Free Standing Stores (FSS) Retail Channel to drive profitable growth, deliver an evolved 360 consumer experience, and ensure all FSS locations are adhering to Corporate Policies and procedures. Works collaboratively with VP/GM North America, VP Sales, and Global VP Retail/Education.
Skill Summary: Astute and driven business manager with strong relationship building skills, significant people management skills and a strategic outlook on how to build profitable sales in this channel and category.
Responsible for overall FSS strategy for the brand and performance to drive channel growth and gain market share; sets overall vision and strategy working with Marketing, Head of Brand.com, Head of Account & Sales Planning to grow sales and maximize Return on Investment (ROI).
Drive FSS portfolio with strategic programs focused on consumer experience, traffic driving, repeat client rate, product distortion, regional relevance and 360 engagement strategy with omni-channel experiences.
Bring deep understanding of direct to consumer retail (e.g., market trends) and local market nuances (i.e., localization needs) to identify where to play, how to win, white space opportunities, and competitive threats.
Develop retail channel marketing calendar, along with supporting visual calendar, that aligns with NA goals and plans
Develop selling plans leveraging granular sub-market data across US and Canada, and retail channel trends.
Plan and execute advertising strategies, including CRM initiatives in FSS.
Review calendar/sales plans, identify risks/opportunities and formulate alternative plans both in forecasting for future and current season.
Develop promotional calendar for North America for each season across Holiday, Skincare Giveaway, promotional sets, mailers and Consumer Outreach Programs, advocating for activation that capitalizes the unique opportunity in the retail channel environment and consumer base.
Gain market share and rank through product distortion/in-store activity.
Provide recommendations to brand/product on marketing/merchandising opportunities, competitive landscape, consumer demographics and localization opportunities to create points of difference across accounts.
Leverage localized consumer data to drive local relevancy and product distortion/amplification through in-store visual merchandising.
Keep current on competitive activity and make appropriate determinations to pivot business approach.
Reviews full brand calendar of activities in FSS 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 online-to-offline.
Own overall P&L for FSS (retail sales, demo, promo, GWP, discounts, returns, capex), maximizes ROI.
Work with Regional Sales Directors, Field Executives and Field Education Training Managers (FETM) to ensure store teams have and understand latest launches, have necessary product knowledge, understand and execute “Be the Best” as well as meeting Origins services standards.
Plan, implement, control, and deliver annual stock, allocations and sales plans in collaboration with sales planning team, allocation team, and Head of Sales.
Ensure that best decisions are made with regards to construction and in-store budgets working with and through the field organization.
Coordinate with marketing all collateral and sample programs for FSS.
Design annual sales strategy including building blocks and specific areas of focus; i.e. top market/top doors
Develop and update retail and net-budget estimates across NA and identifies risk and opportunities to delivery of budget and latest estimates.
Establish sales objectives by forecasting annual sales goals for territories and aligns with central teams.
Work with VP/GM North America to develop and evaluate strategies for opening new store formats including optimization plans that respond to regional, seasonal, and geographical needs. Partner with real estate, finance, and store development teams to determine optimal store locations.
Establish ongoing routines with Field, NA Retail COE, and Origins Operations team to ensure operational priorities and process/procedure changes are communicated, understood and executed consistently across North America.
Monitor and maintain compliance of all policies and procedures, including Loss Prevention and Environmental Health and Safety. Communicate business opportunities and identify possible solutions.
Leverage COE teams to better support and enable focus on the consumer in store.
BA required, MBA preferred
Free Standing Store/Retail Channel Experience required
8 years of related experience required, with proven success
Excellent presentation and communication skills
Strong interpersonal skills; Ability to manage a team and the business
Must be a team player with strong analytical, negotiation, influence, and communication skills
Develops Talent and Capabilities: Identifies and cultivates essential skills and attributes to maximize individual contribution and engagement.
Energizes and Enables Others: Ignites passion and releases potential to drive success.
Ability to translate shopper insights and unique FSS strategies into key action steps.
Strategic, yet granular, thinker, able to identify a cohesive and clearly articulated strategy to drive FSS business
Extensive business acumen and financial ability (i.e., P&L management, business drivers, building new channels/growth, savvy with standard business analyses)
Solid understanding of primary levers and components to drive a successful channel
Ability to travel 20% to 30% of the time
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: 191438