National Account Sales Manager

POSITION SUMMARY

• This role is accountable for all aspects of the assigned Cosmetic retailer business to meet strategic initiatives, maximize retail sales and meet profit objectives.
• Optimising customer retail while managing trade terms to drive gross to net gains.
• Act as the main contact for Retailer category teams, working in partnership with the Sales Planning Manager and Sales Operations Manager to meet financial objectives.

Responsibilities:

• Manage the account’s P&L to drive Sales and Maximize Profit.
• Drive Productivity to be the market leader in units and exceed retailer sales per foot goal.
• Establish close relationships with each retailer, going beyond the buyer and where applicable getting to know the supply, marketing, PR, and digital teams.
• Leverage retailer vehicles and channels to integrate a 360-degree approach to all programs where applicable to maximize sales and ROI.
• Work with 3rd Party Merchandisers and In Store Excellence team ensuring excellent execution for all seasonal updates.
• Assist with customer events including developing and managing events – travel required.
• Monitor, analyse, and report customer gross and retail sales data focus on actionable reports to drive business at each retailer.
• Manage customer .com business where applicable. Including working with internal marketing team for assortments, creative and promotional opportunities
• Manage the potential deletions to minimize inventory liabilities and drive root cause problem solving and action planning/execution to reduce expense.
• Work in tandem with Sales Planning Manager and Sales Operations Manager to operationalise strategies by customer.
• Assist manager in preparing for the monthly inventory meetings and S&OP meetings with marketing, sales, finance, and supply chain.

Short-term Goals

• Establish Partnership with Key Accounts
• Align with Sales Planning Manager to meet Retail and Gross Sales objectives.
• Work cross functionally with Finance, Marketing and Ecommerce to understand process and opportunities.
• Work with Key Accounts to align forecasts and develop best practices to maximize gross and retail sales while minimizing inventory risk.

Future Goals

• Develop best in class retailer partnerships with category teams to drive sales.
• Establish P&L Goals
• Drive financial reporting by customer to enable strategic decision making.

Preferred Skills

• Minimum of 5 years of account management experience, ideally in Colour Cosmetics.
• Advanced Excel skills associated with large volumes of data, data management and reporting.
• Competent user of computerized IT systems – Word, PowerPoint, Excel, and other associated scheduling, forecasting software packages.
• Strong data management and analytic skills.
• Proven problem-solving capabilities.
• Strong leadership and relationship-building skills and proven record of cross-functional partnerships.
• Experience working with Mass Beauty retailers, especially Target.