JOB SUMMARY:
The Key Account Manager leads the sales for a portfolio of brands in Travel Retail. The individual will provide operational support to the Regional Director Americas in driving business with Top Retailers by collaborating with all internal departments involved: Retail managers, Customer Service, Marketing, Demand Planning.
JOB RESPONSIBILITIES:
- Sales and Profit Management
- Be the key daily contact of a pool of Retailers in the area (for example, DFS, DFA, ISI, 3Sixty, AerRianta, Distributors, etc ….)
- Define the financial targets (Net Sales, A&P, Capex investments, …) per client.
- Monitor monthly achievement of these targets.
- Drive Airlines and Cruises operators defining specific strategy, forecast and implementation.
- Work with TR Regional Director to conduct quarterly business reviews of set objectives, A&P vs budget, analyzing results and identifying acceleration plan.
- Drive TR strategy through analyzing sell-out and sell-in, identifying needs, threats, and opportunities.
- Analyze, adjust and approve Sell-in orders.
- Build, develop and motivate highly performing sell-out teams (internal & external) in partnership with the Retail Managers of the area.
- Business Analysis and Reporting
- Account data files: prepare and submit all the necessary files for assortment, novelty introduction, FIFO management, pricing implementation, product information.
- Pricing: support Regional Director in the pricing process, communicate Price Lists to the retailers, generate all templates needed.
- Work on initial implementation orders for the new brands and replenishment accuracy.
- Provide forecast for Newness and FIFOs and deliver appropriate follow-up.
- Follow invoicing of costs on rentals (permanent & promo), decoration, and all animation related costs.
- Trade Marketing
- Negotiate and implement Travel Retail marketing and animation plan according to guidelines and strategy.
- Secure success of the annual animation plan working closely with Retail Managers and Marketing.
- In collaboration with the Marketing team:
- Check the profitability of the marketing actions implemented.
- Forecast collateral needs for each account for in-store promotions and coordinate timely delivery.
- Forecast novelties based on historical product sales and Marketing guidelines.
- Monitor GWP budget.
KEY PERFORMANCE INDICATORS:
- Sell-In and Sell-Out targets on the perimeter and brand scopes (market share improvement).
- Expansion/number of new doors.
- Capex.
- Timeliness of customer data support.
- Consistency in animation plan execution and follow up.
REQUIREMENTS:
EDUCATION:
- Master’s degree in business administration or similar.
EXPERIENCE:
- 3 - 5 years minimum in TR, Wholesale or Retail.
- Beauty industry experience preferable.
SKILLS:
- Highly organized and effective at time management. Quick learner.
- Flexibility and ability to handle multi-tasks and interact cross-departments.
- Attention to detail and proven analytical skills.
- Strong communication skills.
- Team spirit.
- Relationship skills.
- Good proficiency with Microsoft tools.
- Fluent in English, additional language is a plus.
All Applicants:
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