Manager Account

PRINCIPAL OBJECTIVE:

Strong retail business manager with experience in retail category planning, sell-through and sell-in forecasts, negotiating stock & sales plans and managing inventory in the trade. Responsible for contributing to delivering gross shipment plans and executing against return objectives. Works with Account Leads to set and revise monthly and annual retail and gross shipment estimates. Advises the VP Commercial, helping inform overall brand strategy through providing quantitative input. Collaborates closely with Demand Planning and Supply to ensure that Account inventory needs are being anticipated and met. Collaborates with Sales Operations and Finance to ensure Retail and Net Sales goals are being met. Works closely with Account Leads and retail partners to ensure accurate data management via various points of access.

PRIMARY EVALUATION METRICS:

Gross shipments, returns, WOS (weeks of supply), Turn and, Estimate/Inventory Accuracy

KEY ROLES AND RESPONSIBILITIES:

Annual Budgets/LRP

·Support the 3-year LRP and Annual budget process through developing the following:

oDevelop brand estimates for door closings and openings

oDevelop or contribute significantly to Account level Retail, Gross Shipments, returns and other financial estimates for total brand with Account Management, Finance, VP Commercial and Marketing

·Partners with Finance, Marketing, Account Management and VP Commercial to increase profitable sell through

In Season Management

·Partner to Account Services which manages:

oTrack POs (Purchase Orders) & shipments and in DC (Distribution Center) dates, communicate ship dates and follow up with accounts for both launch and basic business

oDelivers Weekly OOS (out of stock)/in stock dates and POs

oMonitor Listing and Exclusions to ensure retailers have the right SKU/door set up and communicate assortments to buying offices

Retailer Seasonal Plans

·Provide feedback to Marketing on Brand Category Strategy

·Facilitate development of Seasonal Account plans developing and providing guidance on:

oGift and Launch/holiday/sets/PWP (purchase with purchase) strategy and Account level quantities

oHigh-level targets for each Account’s performance (developed with Account Management, Finance and VP Commercial)

oDevelop inventory level targets etc. needed to put together Brand Stock and Sales Plan

·Facilitate Roll-up of Brand-level Seasonal Account plans and Alignment through:

oRoll up entire account level plans, analyzing risks and opportunities between account and brand level category plans, helping facilitate discussion to come to alignment between Marketing and Account Management

oStrong ability to work with Account Management, Marketing and VP Commercial to align on brand’s final plan and the investment needed to fulfill plan

oAbility to evaluate and provide feedback on Brand Stock and Sales plans by account and roll up to brand level, including returns, markdowns, etc.

·Oversees and approves plan and execution of returns

·Oversees promo/launch/set forecasts

·Oversees launch program design and timelines and account allocations

·Works with Demand Planning to ensure that brand level forecasts are accurate based on brand and account plans

·Provides input to Account Management on roll up of side-by-side calendars to ensure they are realistic and aligned with brand’s priorities

Monthly / Quarterly Estimate Review Process

·Provides inputs to monthly LE (latest estimate) process, including Retail Sales & Gross Shipments, returns and other financial estimates

·Identifies opportunities and risks to the plan

Inventory and Monthly Maintenance of Accounts

·Analyze stock and sales plans, WOS (weeks of supply) and provides feedback on how to best manage the business; ensure that plans align with retailers’ objectives/metrics

·Ensures optimal management of inventory levels including phase-ins, phase-outs, discos, returns (customer and RTVs (returns to vendor)), DIFs (destroyed in field), testers, inventory adjustments and markdowns, with particular focus on proactively minimizing returns and DIFs

·Monthly review of account performance metrics (e.g., ROQ (recommended odder quantity), WOS, counter service levels, fill rates, inventory turn) to ensure that planners are optimizing inventory in the trade; proactively work with supply to call out needs to sustain the business based on metrics

·Oversees launch, G/Promo (gift with purchase) and sets/holiday allocations by account

·Item forecast for seasonal or high impact SKUs/categories (e.g., outposts, sun, etc.) and communicate forecasts to Demand Planning and Account Planners

·Manages OOS and ensure re-orders are placed and filled in a timely manner; Provide input to Demand Planning on how OOS will influence other SKU supply needs and work with planners to incorporate into Account Category and Stock & Sales Plans

·Reviews excess inventory with supply and help develop plans to program, destroy or take other steps to reduce excess

·Works with BSM (brand supply management) and NA (North America) Inventory Controller who manage and monitor stock levels at the DC; helps call out and devise solutions to address over/under supply

Consensus

·Structures feedback to shape sales outlook on demand plan forecast

·Represents brand in consensus discussing impacts of programs, sales performance and other business issues on supply and demand planning forecasts; calls out supply risks/opportunities based on estimates

·Participant in consensus with Finance and Demand Planning; helps shape final proposal to GM with implications, opportunities and risks for GM sign off

·Leads more detailed SKU alignment meeting between Account Planning, Supply and Demand Planning to discuss impact at SKU level of current sales, in-stock levels at POS (point of sale), etc. to align brand, demand planning and supply forecasts at granular level

SKU Management

·Provide input to Marketing to manage overall SKU assortment, including price increases, disco’s and phase out plans, etc.

·Working with Marketing, conduct periodic reviews of overall assortment to advise on changes at brand or account level to improve relevance and productivity

·Works with Marketing to ensure the Listing and Exclusions list is transmitted to Account Services and Planners and monitors enforcement

·Marketing Ops/Services

oDoor Profile updates for non-saleable

Qualifications

CORE COMPETENCIES:

·Strong financial and analytical acumen; ability to advocate for and develop planning best practices and strong, mutually beneficial collaboration with retailers

·Strong business savvy and knowledge; ability to use analytics to convince others of the best options for the brand that are financially sound

·Highly organized and structured

QUALIFICATIONS:

·5+ years of relevant work experience

·CPG and/or Beauty Finance experience a plus

·Previous experience as a buyer/inventory planner a plus

·Superior analytical skills and sound business and financial judgment

·Strong negotiation, interpersonal and communication skills

·Strong Excel, Word, PowerPoint, Mi9, IBM and MicroStrategy skills

·Ability to learn multiple platforms

·Self-starter, adept at problem solving

·Team player with strong communication skills

·Discretion in confidential matters

The anticipated base salary range for this position is $85,000 to $139,600. Exact salary depends on several factors such as experience, skills, education, and budget. Salary range may vary based on geographic location.

In addition, The Estée Lauder Companies offers a variety of benefits to eligible employees, including health insurance coverage, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave programs, education-related programs, paid holidays and vacation time, and many others. Many of these benefits are subsidized or fully paid for by the company.

Job: Sales

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