Regional Account Manager, Los Angeles

About KIKO MILANO

Founded in 1997 in Milan, KIKO MILANO has transformed the global beauty experience. We believe life is better in colour and that beauty should be accessible, expressive, and fun. Inspired by Italian creativity and today's leading beauty trends, we offer a wide range of high-quality, innovative products designed to help everyone discover the look that truly represents them—all at an accessible price point. If you're excited by a dynamic, creative, and trend-driven environment, we'd love for you to join us.

OVERVIEW

The Regional Account Manager is KIKO MILANO’s primary commercial representative in the field, owning business performance across Macy’s wholesale doors and KIKO freestanding stores (FSS) within an assigned U.S. territory. This is a dual-mandate role: on the wholesale side, the Regional Account Manager drives sell-through performance and manages the brand’s commercial relationship with Macy’s store and district leadership; on the FSS side, they directly manage Store Managers and their teams. The Regional Account Manager partners closely with the Regional Training & Education Manager, who owns in-store coaching, product education, and selling ceremony execution across shared doors. This role reports to the Executive Director, Retail, North America.

RESPONSIBILITIES

Wholesale Account Management – Macy’s

• Own sell-through performance across all assigned Macy’s doors; serve as KIKO’s primary commercial contact with Macy’s Beauty Directors, Customer Experience Managers, and Counter Managers.
• Maintain a disciplined store visit cadence; document outcomes and submit weekly call reports covering performance, competitive intelligence, and recommended actions.
• Develop and execute door-level strategies to improve sell-through rate, door rank within the competitive set, and net sales per door; build and close performance gap action plans.
• Plan, negotiate, and oversee in-store events, product launch activations, and GWP promotions; own commercial outcomes and post-event recaps.
• Leverage retailer relationships to negotiate endcap placement and event opportunities that grow brand visibility.
• Audit counter execution on every visit—promotional display placement, collateral, and overall brand standards—and partner with the Regional T&E Manager to resolve compliance gaps.
• Communicate field intelligence—competitive activity, NPD rankings, market trends—to headquarters to inform assortment, pricing, and promotional planning.
• Maintain a roster of freelancers to support during events and activations and peak business periods. Coordinate scheduling in partnership with Macy’s and manager freelancer budget.

Freestanding Store Leadership

• Directly manage FSS Store Managers across the territory, including goal-setting, performance management, and career development.
• Recruit, onboard, and retain high-performing FSS store teams; build succession plans for key roles.
• Support new freestanding store openings within the territory, including pre-opening setup, recruitment, and inventory readiness.
• Partner with HR on employee relations matters, documentation, and performance improvement.

Sales Performance & Reporting

• Drive net sales growth and profitability across both FSS and Macy’s wholesale channels.
• Track channel-appropriate KPIs: FSS (conversion, UPT, ATV, store productivity) and Macy’s (sell-through rate, door rank, door productivity, event ROI).
• Prepare monthly and quarterly business reviews covering sales performance, operational metrics, talent status, risks, and opportunities.
• Provide data-driven recommendations to the Executive Director to support territory growth and strategic planning.

Marketing, Events & Merchandising

• Ensure flawless commercial execution of marketing campaigns, product launches, and promotions across all FSS and Macy’s doors.
• Partner with Trade Marketing to plan and support local activations, community events, and new store openings within the territory.
• Provide structured field feedback on customer response to campaigns, launches, and competitive activity to inform future planning.

Operations & Cross-Functional Partnership

• Ensure FSS locations comply with KIKO operational policies, brand standards, and safe work environment requirements.
• Monitor FSS inventory, stock levels, shrink performance, and cycle counts; escalate commercial inventory concerns Supply Chain.
• Manage territory budget and T&E expenses within approved guidelines.
• Serve as the primary link between the field and KIKO headquarters; collaborate with HR, Marketing, Training & Education, and Finance to execute business objectives and surface field insights.

QUALIFICATIONS

• 5–7 years of experience in field sales, account management, or multi-unit retail within the beauty, cosmetics, or specialty retail industry.
• Demonstrated experience managing wholesale accounts at a department store (Macy’s, Nordstrom, Bloomingdale’s, or equivalent) on the vendor/brand side, with a proven track record of driving sell-through and commercial performance.
• Experience directly managing store teams, including recruiting, performance management, and talent development.
• Strong ability to influence without authority; comfortable driving commercial outcomes through retail partners whose employees are not directly in their reporting line.
• Analytical mindset with experience interpreting sell-through data, NPD reports, and retail KPIs to inform business decisions.
• Excellent communication, presentation, and negotiation skills across all levels of a retail organization.
• Proficiency in Microsoft Office Suite; familiarity with retail analytics platforms a plus.
• Ability to travel 60–70% within the assigned territory, including regular overnight travel; valid driver’s license required.

Physical Requirements

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role.

• Ability to travel frequently between freestanding stores, Macy’s wholesale locations, and corporate offices.
• Ability to stand and walk for extended periods while supporting store and counter operations.
• Ability to lift and carry up to 30 pounds and perform routine physical activities, including bending, kneeling, and reaching.
• Ability to effectively communicate with employees, customers, and business partners in a fast-paced retail environment.

Work Environment

• Field-based role; the majority of working time is spent in Macy’s doors and KIKO freestanding stores across the assigned region.
• Flexibility to work evenings, weekends, and holidays as needed to support store performance, events, and business initiatives.

EQUAL OPPORTUNITY

KIKO MILANO is an equal opportunity employer committed to inclusive and fair hiring practices. We do not discriminate based on race, color, gender, age, nationality, culture, religion, sex, disability, or any other protected characteristic. We believe that diversity and individuality strengthen our culture and reflect our core values.

COMPENSATION TRANSPARENCY

The anticipated base salary range for this position is $100,000–$115,000 annually. This range does not include additional compensation or benefits such as commission, overtime, discretionary bonuses, health insurance, retirement programs, or paid time off. Full compensation details will be shared during the interview process and/or with an official offer.