A number of exciting opportunities have arisen within Estée Lauder Travel Retail Europe, Middle East & Africa to appoint a number of Corporate Account Managers based in our London Head Office. This role will report to the Regional Brand Director who will have overall responsibility for either of the following retailers:
Lagardere & IDF
Heinemann and Kappe
Dufry UK & Aer Rianta
All Corporate Account Managers will have a matrix report to the other Regional Brand Directors.
The Corporate Account Manager will be responsible for sell-in of all brands for the respective retailer. Depending on the retailer, this role will manage either one or two Corporate Account Executives.
Key responsibilities will include:
Responsible for sell in achievement aligned to brand net sales targets of the retailer account(s), across all Travel Retail EMEA brands
Monthly estimate and latest estimate review in close collaboration with Regional Brand Directors
Close collaboration with the Area Sales and Operations Manager during the estimate process as well as ongoing performance review by brand/cluster
Regular retailer visits to ensure adequate sales service and correct execution of the agreed actions
In collaboration with the respective Regional Marketing Managers, manage Newness presentations, promotional and assortment plus liaise on the correct pricing strategy
Monitor and analyse performance: review all P&Ls and recommend appropriate action to respective RBD/s
Collaborate with the RBDs to drive the acceleration plan
Proactively manage stock replenishment and orders to ensure optimal stock coverage with the identified retailer(s). 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. Identify, present and execute opportunities for further growth
The successful candidate will have substantial professional sales management expertise across multi-countries ideally within EMEA and preferably with Travel Retail experience. They should also have an excellent track record of establishing and maintaining productive B2B relationships. The Corporate Account Manager 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 and experience of proficient business/commercial.IT/financial acumen and a strong proven analytical/strategic approach is essential. Strong leadership through multi-brand and direct or indirect team management is also desirable.
The following list of skills are also highly desirable:
Ability to work independently
Strategic and analytical mind set
Aligns and engages the team vision
Embraces and initiates change and demonstrates learning agility
Sound understanding and experience in retail sales management and commercial acumen
Builds collaborative relationships
Excellent communication skills
Excellent organisational skills
Good knowledge of MS Office tools, especially Excel.
Depending on the retailer, there will be particular language requirements. In particular, French or German would be advantageous.
The Corporate Account Manager will be required to travel up to 20% of the time.
Travel Retail is a fast-paced , dynamic and entrepreneurial environment and candidates should have a positive, flexible, hands-on and committed approach.