Strategic Account Manager

3 weeks ago

Lexington, United States L'Oreal USA, Inc Full time

Job Title: Strategic Account Manager

Function: Commercial

Supervisor: District Sales Manager, Field Sales

Location: Remote (Northern Virginia)

SalonCentric, a subsidiary of L'Oreal USA, is the premiere distributor of salon professional products in the United States. Through its hundreds of stores, national field sales force and sub-distribution network, SalonCentric promotes the finest professional beauty brands and educates stylists on the latest products and trends.

JOB SCOPE:

The Strategic Account Manager (SAM) is responsible for leveraging SalonCentric and L'Oreal Education and Business Expertise in partnership with our Key Salon Accounts to ensure a strategic path towards continued growth and success. The SAM will utilize their influence as a trusted Industry Leader to procure and develop new professional salon relationships within an assigned territory. The SAM fosters strong internal relationships with key customer points of contact including but not limited to, working closely with brand education and support teams, Salon Business Partners and district leaders within the organization. Building customer trust and sustaining customer satisfaction are critical components of success in this role. The ideal candidate will have strong strategic and commercial acumen, utilize current technologies and social media to attract new business, identify opportunities to be a solution-oriented business partner that not only solves the immediate concern but looks to resolve the root cause, and has the mindset and ability to manage multiple internal and external stakeholder relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. STRATEGIC ACCOUNT DEVELOPMENT - Identify and develop focused and strategic long-term growth plans for our existing Key Salon Accounts while leveraging SalonCentric and L'Oreal value-add systems to attract new professional salon partnerships within assigned territory.

  • Responsible for creating and executing an O+O commercial strategy through coordination of Joint Business Planning across our core salon clients, to ensure business growth objectives are agreed upon and achieved.
  • Strong focus on prospecting and acquiring new multi-brand salons to add to the SalonCentric portfolio.
  • Develop, initiate, and engage in strategic and dynamic sales tactics that create value and competitive advantage for our portfolio of accounts.
  • Create and maintain an annual business plan in partnership with our PPD Brand partners considering levers of activation for growth to achieve individual brand profitability.
  • Create and execute development and retention plans by employing our catalogue of business growth tools and systems.
  • Communicate our premium business strategies and services offered to develop and maintain profitable long-term partnerships.
  • Collaborate with internal partners to identify opportunities for innovation within local market; inclusive of opportunities & strategies to increase brand awareness and grow market share.
  • Responsible for the delivery of monthly, quarterly, and annual sales objectives including goal obtainment on the Key Performance Indicators (KPI).
  • Act as a client centric consumer voice for the salon by ensuring a strategic viewpoint across the division.
  • Lead through strategic account/salon opportunities.
  • Develop a 360 degree approach for each SBP and salon business.

2. STRATEGIC EDUCATION & TRAINING: Supports business by developing and coordinating education and promotional events including but not limited to: area classes, company shows and events, hands-on workshops, and in-salon education.

  • Organize and execute strategic education planning meetings on a frequent basis with salon owners, leaders and influencers and consult on business promotions and strategy.
  • Leverage and integrate third-party business partners to enhance clients' business acumen resulting in long-term stability in salon operations and improved P&Ls.
  • Employ company resources and tools to leverage loyalty programs.
  • Monitor brand integrity by continually assessing and monitoring the appropriate amount of product that each customer should be ordered based on their size, client count, and the number of service providers within the salon location.

REQUIREMENTS

  • High school degree required, bachelor's degree strongly preferred.
  • Minimum of 3 - 5 years demonstrated success in outside sales or beauty industry experience with emphasis on Strategic Account Management and consultative selling.
  • Exemplary interpersonal and communication skills, and the ability to easily engage others within a comprehensive OMNI sales environment.
  • Extensive experience in and familiarity with the professional beauty industry, and strong appreciation of beauty brands preferred.
  • Exceptional presentation, written and verbal communication skills.
  • Excellent organizational and project management skills.
  • Proficient in PowerPoint and other design/presentation applications.
  • Strong commercial orientation and business acumen
  • Solid understanding of sales technology platforms (experience with Salesforce.com and MS TEAMS preferred).
  • Possesses a valid state driver's license, good driving record, and required auto insurance policy levels.
  • Must live within assigned sales territory.
  • Position requires frequent and sometimes prolonged driving of a car, walking and standing. Uses professional judgment during all business activities.
  • Excellent computer skills - Windows-based (MS Office) systems and applications.
  • Knowledge and demonstrated use of technology and social media platforms to influence business objectives.
  • Role will include significant travel, up to 75%, to cover accounts within assigned geographical area

This position requires intermittent supervision as incumbent will be working independently most of the time in the field. This role is responsible for direct interaction with salon owners and leaders and will be required to negotiate and react quickly with regards to business decisions, with manager's approval for key decisions.

This position requires significant travel, up to 75%, to current and potential clients. It also requires attendance at conventions, shows, educational classes and other special events that may require overnight travel and/or some weekends. All work may necessitate the lifting of promotional materials and products up to 25 pounds which may also require bending.

We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion, or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.

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