Director, Key Accounts - Sephora & Kohls

What You’ll Do

The Director, Key Accounts role is responsible for omnichannel account leadership with a focus on best-in-class retail partnership, fostering excellent working relationships with all members of the retailer merchant teams. This leader will build omnichannel launch plans with retail and internal cross-functional partners. This role will work alongside cross-functional sales, marketing, digital, operations, and finance teams on key projects to build the business in key retailers while driving retail sales growth and net shipments. 
The position will report to the Executive Director, Key Accounts and will lead our wholesale business in continued growth.

 What You’ll Be Working On

Wholesale Account Leadership and Relationship-Building

• Manage key Sephora US Account business for Sol de Janeiro and build strong, collaborative relationship with retailer teams.
• Manage Sephora Account Manager- Canada ensuring CA aligns to the NA Strategy and offers unique Exclusives (where applicable).
• Manage, Sephora NA Assistant Manager, KA and ensure development and growth across the Sephora NA portfolio with Account support of US, CA & Kohls.
• Grow the NA business in alignment with shared performance goals, remaining competitive and maintaining top rankings. Drive strong revenue and profitability growth, achieving aggressive sales goals while expanding market share and supporting omnichannel plans.
• Advocate for Sol de Janeiro brand positioning and point of difference with our retailer counterparts.
• Identify risks and opportunities to sell-in and sell-through plan and propose and execute innovative solutions.

Retailer Marketing Exposure Planning

• Manage 360 omnichannel opportunity planning in partnership with retailer and internal Sol de Janeiro team, including digital and in-store exposures for both permanent gondola/wall fixturing and temporary locations, sell-in sales, dot.com, media and social strategy, and sampling and loyalty/CRM initiatives, optimizing key levers and being best-in-class partners.

Core and Launch Strategic Support

• Partner with retailer to identify key market trends and focus categories to drive collaborative product development and best-in-class digital strategy.
• Work closely with cross-functional teams to build new go-to-market strategies and 360 support elements to maximize launches and brand potential tailored to our retail partners’ needs.
• Partner with education and events internal resources to align on strategy, planning and execution to support core and new launches.

Inventory Analysis

• Partner with internal planner to develop and communicate detailed plans and ensure adequate inventory support in-store and online. Responsible for the overall stock levels and ensuring that appropriate product mix of stock is available in the stores/online by assuring timely ordering, proactively monitoring and resolving low or out-of-stock conditions.
• Manage and collaborate with Planning team on Sell In/Sell out forecasts and actuals, ensuring we are tracking to AOP Budget and LE Forecasts.

Visual Merchandising

• Partner with visual merchandising, marketing and retailer teams to execute instore visual merchandising deliverables including Calendar layout, design, planograms, timelines, (endcaps/towers/gondola) and corresponding inventory planning and support.
• Ensure Communication with Sephora is clear, consistent and timely around VM timelines, deadlines and VM Strategy. Act as Liaison for Sephora with all VM Asks, requests, updates, feedback while ensuring we represent and do right by SDJ.

Sales Reporting and Analysis

• Weekly sales reporting and communication, identifying opportunities, amplifying successes, tracking rankings etc.

Budget Management

• Responsible for US & Kohl’s Sephora Budget planning + promotional budget planning and tracking.
• Assist in Managing Total NA Sephora Budgets in collaboration with Executive Director, Sephora Americas.

Must Haves: 

• Bachelor's degree preferred
• 8+ years in Sales/Account Management, Category Management or Retail Management. Experience working with Sephora corporate team is preferred.
• Strong analytical ability; attention to detail and organizational/time management skills.
• Ability to work with data from multiple sources and interpret the data to provide actionable conclusions.
• Advanced Microsoft Excel and PowerPoint skills required.
• Desire to work in a strong team environment. Well-developed interpersonal and communication skills.
• Ability to build relationships to drive results, and can present regularly to small-medium size groups.
• Ability to balance priorities across multiple internal and external stakeholders.
• Ability to learn new systems quickly and leverage systems and information to influence others.

 

 

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