The Estee Lauder Companies Executive Director, Key Account Manager - Ulta (New York & Chicago) in United States

Executive Director, Key Account Manager - Ulta (New York & Chicago)

Brand: Estée Lauder Companies



This role will be responsible for driving the strategy and delivering against sales goals for ELC brands in Ulta. This role will work strategically, with a Consumer First mindset, along-side the Brand Key Account Leads for the channel and other members of the ELC brand teams, as well as the retailer to deliver the sales targets and new business initiatives. This individual is also responsible for the long-term strategic planning as well as portfolio and brand-specific opportunities – this includes exploring and leading seasonal digital marketing program opportunities, evaluating/negotiating co-op deals (as needed), guiding brands on best practice principles across retail account and leading test & learn opportunities as they arise. The role will report to the VP Key Account Management for Ulta.


Leads Strategy & Execution for ELC brands

DRIVE SUSTAINABLE & PROFITABLE GROWTH FOR KEY ACCOUNTS: achieve channel fiscal sales goals along with driving account profitability, working with the retailer and individual brands to set sales targets, track performance, and address business needs.

DRIVE STRATEGY: Supports and contributes to strategy development for the ELC portfolio and translating those strategies to each individual brand, both short- and long-term, constantly monitoring current business while applying a clear direction on the path for growth.

BUILD PORTFOLIO STRENGTH: leverage portfolio scale to pursue and create unique opportunities for ELC brands, while creating a point of difference at the retailer. Share best practices among brands and pursue synergies were possible. Lead contact to escalate and communicate portfolio wide issues.

MAXIMIZE GROWTH OF INDIVIDUAL BRANDS: work closely with the brand teams to ensure that the retailer strategies are incorporated at brand level. In addition, ensure that brands:

  • Coordinate with brands to develop growth strategies (for brand and portfolio) which support the Retailer strategy

  • Partner with brands to guide effective planning and allocation of resources across sampling, marketing, and activation. Leverage learnings across the portfolio.

  • Maximize big launches with best possible 360 degree plans and appropriate support from the Retailer

  • Understand and leverage key new consumer levers, such as smart sampling, in partnership with online KAM to ensure each brand is maximizing filling the funnel with new consumers

  • Manage an overall ELC side by side to insure activities to drive volume are aligned to the sales plan

  • Use competitive NPD analysis, along with retailer data to guide the brands create and support that strategy.


  • Will interact, negotiate and persuade internally at ELC at the ED and VP level frequently; output will be provided to higher levels within the company. Likewise, this role will be interacting frequently with VP and SVP level clients at priority retailers.

  • The topics will include: reinforce strategy, develop and sell innovative concepts which help drive business and provide results on programs.

Drives Integration & Acceleration of ELC business with Retailer

DRIVE INTEGRATION OF COM AND B&M: work with Brand Key Account Leads and with the Retailer team to meet customer’s evolving expectations in an omni-channel environment and, at the same time, continue to evolve ELC’s go-to-market strategies to fully capitalize on the strengths of the channel.

DRIVE CROSS-FUNCTIONAL ALIGNMENT BETWEEN RETAILER AND ELC: work closely with the teams for B&M, partner with online KAM for, and marketing to further integrate corporate strategic objectives, sales objectives, and calendarization planning across brands/portfolio to capitalize on potential synergies, eliminate overlaps, and maximize the potential of each channel.

Works Effectively Across Brands and Cross-Functional Groups to Achieve Brand & Portfolio Objectives

CLOSE COLLABORATION WITH BRAND and ONLINE KAM TEAMS: work closely with ELC NA brand teams to jointly develop strategies and tactics to capture the priority opportunities for retailer. Leverage learnings across the portfolio.

BRAND MANAGEMENT & EFFECTIVE COMMUNICATION: Point person between ELC and retailer to communicate objectives and ensure executional alignment. Frequently interact and negotiate with both ELC and retailer partner to reinforce strategy and sell innovative concepts which help drive business and provide results on programs.


  • 10 years work experience in marketing and sales and/or retail business development.

  • Strong knowledge of Specialty Multi channel (Ulta a plus) along with retailer account planning and programming.

  • Understanding of an open-sell environment as well as multi-channel marketing is required.

  • Digital marketing and e-commerce business experience preferred.

  • Extensive business acumen and financial ability, analytical thinker.

  • Excellent organizational skills, detail oriented and ability to multi-task.

  • Self-starter with well-developed interpersonal and influence skills.

  • Strong written, verbal, and presentation-based communication skills.

  • Must be a brand advocate with ability to foster collaborative working teams.

Job: Sales

Primary Location: Americas-United States

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: 183873