AdressePOSITION SUMMARY
To be the brand interface between selected retailers and Estée Lauder. To achieve agreed retail / net
targets and key financial goals. Define, develop, and follow implementation of strategic retailer plans,
which will maximise our joint business to its’ full potential. Effective communication with internal
brand / corporate functions and with external partners. Thrive within goal orientated, fast-paced,
high pressure sales environment.
WHAT THIS ROLE DOES
NET GOALS
- Achieve the agreed retail and wholesale targets by effective business planning and strategy development, working closely with the National Accounts Team and Commercial Director
- Monitor, forecast, drive retail and wholesale performance for selected store groups – regularly reviewing opportunities to over-deliver / recover shortfalls
- Continually review retail results and gross sales performance year to date and forward projections
- On-going discussions / negotiations with retailers to discuss stock levels in-store / stock targets and flag any opportunities / risks
- Take weekly feedback from the Field teams on stock levels in-store
- Monitor the smooth running of the Automated Stock Replenishment Systems and liaise with retailers / Supply / Operations Departments accordingly
- Identifies opportunities to improve performance and profitability at a Company/Brand level
STRATEGIC BUSINESS PLANNING
- Review retailer sales performance at Group, Store, Department & competitor level
- Working with head office teams, retailer and Field teams identify opportunities / risks and develop strategies to optimise store group performance over 1 year and longer term
- Define where to play, how to win and what capabilities and management systems are required
- Develop strategic plans and activities tailored to each store group to maximise business potential backing in to retail and wholesale objectives
- Review National Account plans on a regular basis and adapts plans/strategy to ensure maximum productivity in line with business results, consumer insight, competitor activity
- Continually look for new creative ways and solutions to drive net and retail sales, anticipating business needs and pro-actively takes action
- Ability to put together a contingency plan for business critical issues and re-prioritise in line with the changing needs of the business
- Keep informed of relevant initiatives and programmes being run by the retailer, identifying where these may impact on performance, taking action accordingly
- Understand the fundamental of consumer behaviours within developing bespoke plans
EFFECTIVE COMMUNICATION
- Engages & aligns all stake-holders in the brand vision and goals
- Successfully ‘sell-in’ the Marketing Promotional Programmes to each of the major store groups and maximise store support for these activities
- Ensures that ELC colleagues fully understand the Retailer's vision, key business objectives and the business plan to achieve these
- Flexible communication style in order to maximise engagement for different parties – retailers, field managers, beauty advisors Considers retailer and consumers' point of view
- Negotiation and influencing skills, ability to find ‘win, win’ solutions. Develop partnership approach internally and externally
- Educates SEEs and counter staff in the detail of the retailer’s stock system, so that they can take remedial action themselves wherever possible.
- Impactful presentation skills to maximise audience engagement (brand conferences/retailer strategy meetings etc)
- Co-ordinate effective communication between Marketing, Education, PR, Creative and Visual, Sales and Trade Marketer
- Encourage feedback from the Field Management in respect of the store groups and actively listen to their ideas and recommendations
DISTRIBUTION PLANNING
- Identify new account openings and refurbishment opportunities and agree programme with retailer / internal depts
- Negotiate space, location, stock and staffing with retailer and / or corporate
- Objectively analyse customer flow, location and access in a particular store to identify the best site for the brand
- Be involved with design evolution working closely with Creative Director and Store Design team
- Ensure business protection plan is in existence for any doors that may be impacted by a new door
- Work with the relevant Field, Marketing and Visual teams to successfully launch new doors and achieve #1 ranking at launch.
STAFFING
- Obtain central agreement on staffing levels, salaries, and scheduling. Work with corporate teams where applicable.
- Drive and champion on-going productivity improvement
- Work with National Field Sales Manager and regional Field teams to develop and upskill top door in-store management teams.
COLLABORATIVE PARTNERSHIPS
- Foster excellent and collaborative partnerships across all internal and external colleague
- Work with our Field teams at all levels to drive key accounts and develop new ‘best practices’
- Involves internal colleagues in decision making and Seeks advice and contribution from others to explore problems and solutions.
Store Visits
- Ensure regular visits to key stores with Regional Sales & Marketing Managers or Sales and Education Executives to determine specific, bespoke plans to drive retail performance and achieve ranking goals.
Qualifications
WHAT YOU WILL NEED TO BE SUCCESFUL IN THIS ROLE
- Embraces change and adapts to new Company initiatives/directions with flexibility.
- Switches between a retailer-specific view of the business and a more generic analysis of the business as a whole
- Understands the Company/Brand’s Vision and seeks to always work towards these.
- Demonstrates through own actions, that one delivers on promises.
- Manages time according to business impact i.e. the issues that will make a difference
- Documents and systematically follows up on all actions agreed with the retailer and internal colleagues.
- Prepares in advance for all meetings ensuring that there is a clear understanding of objectives.
- Demonstrates expertise in the use of internal company systems.
- Uses data available to keep up to date on performance and current business trends.
- Always thinks ahead to anticipate problems and possible issues.
- Makes oneself available to the retailer and to colleagues – has a service mentality.
- Copes positively with setbacks and resistance, drawing up plans of action to counter these
- Remains calm and objective under pressure or in adversity
- Meets all time lines
- Understand, monitor and communicate competitor activity and performance. Keep up to date on beauty industry trends and competitor landscape
KEY SKILLS
- Top rate commercial and financial acumen to be able to set retail and net targets across online and B&M which are in line with Brand plans and goals
- Strategic planner and analytical thinker to be able to create and develop retailer plans to drive market share
- Excellent communication skills with the ability to engage both internal and external key stake-holders
- Persuasion/influencing/negotiating skills.
- Accuracy and attention to detail are essential.
- Omni-channel approach.
- Beauty background ideally, but not necessary. Prior experience working with / for retailers essential. Knowledge of Boots procedures and processes would be an asset.
- Works to the Estée lauder principle: ‘bringing the best to everyone we touch and being the best at everything you do’.
COMPENSATION AND BENEFITS
- Hybrid Working (2 days WFH, 3 days office based)
- Generous Bonus Opportunity that usually performs ahead of target
- 25 Days Annual Leave (exc. Bank Holidays) that increases with length of service up to 29 days.
- 1 additional day of Annual Leave to celebrate your birthday
- Holiday Purchase scheme that enables you to get five additional days
- Summer Fridays for five months of the year
- Market leading Family Leave provisions
- Generous Staff Discount & Credit
- Benefits platform with exclusive discounts and offers
- Mental Health Wellbeing Provisions (Unmind App and Employee Assistant Programme)
Job: Sales
Primary Location: GB-ENG-London
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 240040
Estee Lauder Companies is an equal opportunities employer. We positively encourage applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.
