Senior Key Account Manager at Guerlain

POSITION:
SENIOR KEY ACCOUNT MANAGER

DEPARTMENT: COMMERCIAL LOCATION: LONDON

REPORTS TO: HEAD OF SALES

PURPOSE OF THE ROLE

To accelerate Guerlain’s growth in UK & Ireland key Department Stores and Flagships across the 3 axes (Fragrances, Skincare and Makeup) while driving Guerlain global brand elevation strategy within the UK distribution.

To define and lead Guerlain strategy per account in conjunction with the Head of Sales, Retail and Marketing teams, in line with the brand image and priorities.

Preparing and utilising business analytics to build robust commercial plans and seize any opportunity to increase both Sell-in and Sell-out and improve brand space/location and Image for the designated set of accounts.

To ensure accuracy on the commercial financial

To build strong relationships with Retailers, having a wealth of knowledge of the accounts to ensure the development of the business and maximum return on investment.

MAIN RESPONSIBILITIES

BUSINESS

Define and implement retailers’ strategy including trade marketing and account plans, focusing on adequate activities for each of the accounts.

Prepare and review retail and wholesale targets for all designated accounts with the Head of Sales, and report Net Sales forecasts to HQ on a monthly basis.

Establish and monitor budget investments, trading terms and conditions, stock returns and markdowns to drive the business and ensure profitability per account.

Develop, prepare & analyse weekly and monthly trackers and proactively recommend action plans for the following areas: Sell In (Gross Sales), Sell Out and Stock Management for all accounts.

Lead forecast meetings with Marketing team by reviewing stock intake plan, sell-in, sell-out and sell-through per account.

Prepare/co-ordinate and present sales strategy documents, business reviews and presentations for company strategy meetings, retailers’ strategy meetings and internal catch ups.

Ensure regular communication with the field team providing relevant and concrete briefs and updates related to each account for action implementation to drive business.

Work closely with the Head of Retail to optimise sell-out strategy for key launches and events, including in-store activation, temporary staffing and consultant incentives.

Develop dedicated digital-oriented commercial strategies to drive Online pure players and build digital expertise within the organisation.

Profile

Profile

Graduate calibre

3-5+ years relevant sales’ experience within Luxury/FMCG retail industries (preferably Beauty industry)

Experience in Account/Executive or Account Management

Experience of UK retail marketplace (B&M and Online)

Personal affinity with Brands and products

Cross functional experience is an asset but not essential

Experience of producing trade marketing plans desirable

Key Competencies/Technical Skills

Analytical ability and numeracy / attention to detail

Proven negotiation and influencing skills internally and externally

Good communicator / Articulate

Creative and innovative / Ability to think outside the box

Proven ability to manage multiple deadlines & priorities in an organized manner / Able to work under pressure

Competent IT skills (Excel & PowerPoint + Database & reporting knowledge)

Be familiar with UK & Ireland Department Stores, Flagships and Beauty Online players

Fluent in English (French a plus)

Proven ability to manage multiple deadlines & priorities in an organized manner.