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NARS, Director, Key Accounts

4 months ago

Remote, Oregon, United States Shiseido Full time

Job Summary:

The Director, Key Accounts is responsible for accurate forecasting and achievement of net sales plans for designated accounts. This role will work directly with the ED, US Sales to develop strategies to achieve sales and budget targets, and key marketing objectives.

Primary Duties & Responsibilities:

  • Negotiate stock and sales plans within designated retail accounts, in addition to reporting retail and net sales assessments, forecasts, and budget planning.
  • Drive activities for respective accounts to promote retail sales and shipment revenue.
  • Build bottoms up retail and net plans in partnership with Planner and Key Account Executive.
  • Strong collaboration with marketing, operations, and finance teams to drive revenue and profit.
  • Identify and distort strengths of each retailer to identify opportunities for growth.
  • Lead, develop, and maintain highly productive relationships with our retail partners to achieve our mutually agreed upon business objectives by account.
  • Consistent communication with Executive Team on gross shipment status.
  • Accountable for ensuring management and reduction of excess and obsolete inventory in respective accounts.
  • Support the ED of US Sales to develop and execute strategies that are unique by retailer to support the channels business model.
  • Analyze and manage WOS for designated accounts.
  • Maintain retailer promotional calendar for designated accounts.

Working Relationships/Key Stakeholders:

  • Work closely with ED, US Sales to review forecasts.
  • Provide monthly forecast updates to Demand Plan team and call out any new intel impacting projections.
  • Partner to ED, Field Sales and Regional Directors to share and receive account specific updates.
  • Collaborate closely with Customer Service and Sales Operations to ensure inventory is available, orders are received, processed, and shipped within the designated window.
  • Ongoing partnership with Marketing to support key launches and select, plan, and execute strategic Retailer programs.

Financial Accountability

  • Responsible for achievement of all gross, net and retail sales plans across each category
  • Provide up-to-date net shipments weekly to Executive and Finance teams.
  • Accurately forecast returns and DIFs monthly
  • Weekly and monthly commentary on retail and net performance

Qualifications & Competencies:

  • Bachelor's degree preferred plus minimum of 7 years previous related industry experience.
  • Sephora (or other open-sell experience) required, whether directly (experience as an open-sell Merchant or Planner) or indirectly (brand sell-in experience working with Sephora/open-sell planners)
  • Experience with forecasting gross/net shipments.
  • Strong relationship skills: ability to lead and manage multiple high-level relationships.
  • Demonstrated ability to build gross to net and retail sales plans from the bottom up.
  • Advanced expertise in Microsoft Excel, PowerPoint (pivot tables, VLOOKUP, etc.)
  • Ability to work under pressure and fluctuating deadlines with a high number of tasks.
  • Should possess strong analytical, organizational and communication skills.
  • Must be flexible and adaptive to changing priorities.

Trust 8 Competencies



Below is a list of Trust 8 Competencies designed to help employees at Shiseido Americas succeed as the company continues to evolve and innovate.

  1. Think Big: Adapt a big-picture perspective. Deliver new values through creativity.
  2. Take Risks: Embrace Risk, Practice "Trial and Error and Trial".
  3. Hands On: Consider Front-line realities when making decisions. Take the lead from end to end.


  1. Collaborate: Leverage the diverse capabilities of colleagues.
  2. Be Open: Create an environment that encourages everyone to speak up.
  3. Act with Integrity: Be sincere and humble at all times.
  4. Be Accountable: Commit to the goal. Take accountability for the execution.
  5. Applaud Success: Create a culture that celebrates success.


#LI-REMOTE

Shiseido is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender identity, religion, sex, age, national origin, disability, veteran status, sexual orientation, genetic information or any other classification protected by Federal, State or Local law