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The Estée Lauder Companies attracts the most outstanding people from diverse industries and nurtures their talents. Whether they work in one of our stores, on a production line, at our corporate headquarters in New York City or in one of our affiliates worldwide, our employees take pride in their contributions to our success.

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The Estee Lauder Companies Corporate Account Manager, Travel Retail China in China

Corporate Account Manager, Travel Retail China

Brand: Estée Lauder Companies


Position Summary

To support the Country General Manager, and brand ASMs to be a key contributor to the sell-in business for the assigned respective key account/retailers:

  • Responsible for sell in achievement aligned to brand net sales targets of the retailer account(s), across all TR China brands or assigned brands;

  • Analyze and monitor retail to net reconciliation, align with Buyer/Planner on future orders, open-to-buy and replenishment. Manage inventory targets and ensure WOS are achieved. Ensure these figures are link back to ELC’s internal estimates.

  • Monthly estimate and LE review in close collaboration with Country General Manager, TR China, Brand RGMs, Brand ASMs ;

  • Regular retailer visits to ensure adequate sales service and correct execution of the agreed actions

  • In collaboration with the respective brand Regional Marketing Managers, to align with proper allocation numbers, and manage respective sell-in orders including newness, promotional events etc.

  • Proactively manage stock replenishment and orders to ensure optimal stock coverage with the identified retailer(s).

Detailed Job Description

Sell-in Sales Achievement (both offline & online business)

  1. To plan and manage sell-in for ELC relating to specific Retailer per assigned brands/locations. Align retail target expectations/sales estimates/budgets in collaboration with Country General Manager, brand Area Sales Managers, and brand Regional Marketing Mangers;

  2. Ensure full awareness of Retailer’s market, procedures, competition, and management approach;

  3. Ensure a clear understanding of Retailer’s strategic direction and growth projections and work to ensure a collaborative approach to our strategy to achieve best results for both companies;

  4. Optimize order fill-rate by pro-actively looking into our daily stock standing in Lachen. Liaise with ASM, Lachen, and the Retailer operations team to ensure agreed stock/inventory levels are set for each airport and these are always maintained;

  5. Ensure timely sell-in of all marketing programs according to marketing strategy and to specific market needs;

Key Account/Retailer Management

  1. Establish and maintain a collaborative working partnership with excellent communication and a clear business focus for both parties;

  2. Have regular visit to retailer stores/offices to meet and assess key business opportunities to maximise sales and profitability further.

Corporate (multi-brands) Projects Implementation assigned by Country GM(if any)

  1. Implement and maximize launch opportunities for assigned corporate (cross-brand) programs; and ensure brand image is maintained at its highest standards according to brand guidelines;

  2. Ensure timely sell-in of all marketing programs according to marketing strategy and to specific market needs;

  3. Provide feedback to Store Design to maximize the utilization of the space and still maintain the brand image

  4. Ensure availability of point of sale materials, good utilization and effective use of such support;

  5. Negotiates with retailers on highlights/layout on retailers’ web pages where applicable;

  6. Work with brand ASMs/ACs, agencies, and retailers to execute, and monitor closely brand representation in-store and online to ensure that brand is appropriately represented.

People Management

  1. Manage and develop Key Account Executive/s;


Bachelor graduate;

Fluent English and Mandarin;

Able to travel for 30% of the work.

Substantial professional sales management expertise in China market/retail industry/travel retail industry, and preferably with Travel Retail and P&C experience.

Ability to be able to effectively communicate with all key stakeholders including Country General Manager, brand Area Sales, Managers, Brand Marketing Managers, and the management of assigned retailers’.

Excellent track record of establishing and maintaining productive B2B relationships. The job holder should be able to demonstrate an excellent history of strong negotiation skills using effective emotional intelligence through cultural differences to best manage and provide high touch customer service to achieve/exceed objectives. A sound knowledge /experience of proficient business/commercial/trade marketing/financial acumen and a strong proven analytical/strategic approach are essential.

Strong leadership through multi-brand and direct/indirect team management.

Job: Sales

Primary Location: Asia Pacific-China

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Travel: Yes, 25 % of the Time

Job Number: 1813919