Director, Sales Operations, Bobbi Brown and Bumble & Bumble - North America

Job Description

This dual branded role will support the Executive Director of Sales and Planning with 2 managers to assist in supporting both Bobbi Brown and Bumble and bumble. This person must be very analytical with a strong point of view.

The Director of Sales Operations will be responsible for several budgets, both projecting and recapping.

· Weekly: Key Sku’s and Sales

· Monthly: Estimate roll ups, P&L’s, NPL, and Excess opportunities

· Seasonal: Stock and Sales and Staffing by account

As Director, you will also input the commercial results and strategy in the monthly commentary summaries and support any ad hoc business analytic reports.

PRIMARY EVALUATION METRICS: Gross shipments, returns, WOS, inventory turn, inventory accuracy, net sales target achievement

KEY ROLES AND RESPONSIBILITIES:

PRE-SEASON PLANNING

Annual Budgets/Sales Plans/Gross Shipments

§ Provide input to ED of Account & Sales Planning as needed for LRP and budgeting process

§ Owns Freelance budgeting, allocation, communication and tracking

§ Door productivity and staffing analysis for accounts

§ Quarterly review of Account P&Ls and provide recommendations to team

Seasonal Category Planning

§ Oversee and roll up category plans for select accounts separately or all accounts together at the major category level (e.g., makeup, skincare, fragrance)

§ Provide feedback to Marketing and Demand Planning on MFP/Brand Category Strategy

§ Help inform strategy on optimal SKU assortment, focusing on streamlining assortment to those areas of highest opportunity

Seasonal Stock & Sales Plan Development

§ Assist in development of seasonal Brand Stock & Sales Plan based on retailer Stock & Sales Plan; ensure plan supports category and inventory targets, including returns

§ Facilitate weekly brand revenue meetings and identifies retail, shipment, and sales deduction Risks and Opportunities

§ Conducts monthly in season discussions on Stock & Sales Plan (see Monthly Stock & Sales Plan Management and LE Reporting)

IN-SEASON MANAGEMENT

Monthly Stock & Sales Plan Management and LE Reporting

§ Build and manage in-season shipment plans by reviewing previous month actuals and re-projecting plan; refresh weekly/monthly

§ Monitor and report on gross shipments to plan to Head of Account & Sales Planning, identifying any risks and opportunities; calls out gaps to seasonal plan and proposes initiatives to close the gaps/further drive sales

Inventory Management

§ Annual review of performance metrics (e.g., ROQ, WOS, counter service levels, stock turn)

§ Manage inventory levels including phase-ins, phase-outs, discos, returns (customer and RTVs), DIFs, testers, inventory adjustments and markdowns, with particular focus on proactively minimizing returns and DIFs

§ Manage, communicate and execute return of goods on discontinued and post-holiday items and track in-season compliance

Independence of Action and Accountabilitiy

• Support brand strategy decks and commercial inputs for brand deliverables (ELTA, Monthly Commentary, Deck summaries)

• Monthly roll up of retail/net estimates with accompanying summaries

• Set-up and cascade sell-through and Sell-in forecasts

• Develops effective and efficient processes to support the Head of Account Management, the Account Leads and Account Planners

• Stays up to date with new systems and innovations to continuously revise processes, level of planning and different areas covered to drive business insights and develop stronger, accurate and more aggressive plans

• Create and maintain ad hoc reporting

• Analyzing of stock and sales plans, WOS and provides feedback to Account Planners on how to best manage the business; ensure that plans align with retailers’ objectives/metrics

• Leads more detailed SKU alignment meeting between Account Planning, Supply and Demand Planning to discuss impact at SKU level of current sales, in-stock levels at POS, etc. to align brand, demand planning and supply forecasts at granular level

Core Competencies:

• Strong financial and analytical acumen; ability to advocate for and develop planning best practices and strong, mutually beneficial collaboration with retailers
• Strong business savvy and knowledge; ability to use analytics to convince others of financially sound options for the Account that will maximize sales and minimize returns
• Highly organized and structured

Qualifications

· College degree required

· 10 years work experience, 4-5 of which is relevant

· Strong math and analytical skills

· Strong ability to structure, analyze and manipulate large amount of data in excel quickly (e.g., pivot tables, vlookup, data cleaning, etc.)

· Ability to review and analyze Stock & Sales Plan; knowledge of inventory models and KPIs (turn, WOS) and retail supply chain preferred

· Understanding of forecasting and replenishment planning tools and systems a plus

· Strong communication and negotiation skills and ability to present effectively and credibly to client

· Self-starter and ability to work independently

· Knowledge of basic inventory and replenishment skills is preferred

The anticipated base salary range for this position is $117,000 to $202,100. Exact salary depends on several
factors such as experience, skills, education, and budget. Salary range may vary based on
geographic location. In addition to base salary, this position is eligible for participation in a
highly competitive bonus program with possibility for overachievement based on performance
and company results as well as participation in the share incentive plan.
In addition, The Estée Lauder Companies offers a variety of benefits to eligible employees,
including health insurance coverage, wellness and family support programs, life and disability
insurance, retirement savings plans, paid leave programs, education-related programs, paid
holidays and vacation time, and many others. Many of these benefits are subsidized or fully paid
for by the company.

Job: Sales
Primary Location: US-NY-New York
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 2314812
We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. It is Company's policy not to discriminate against any employee or applicant for employment on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. The Company will endeavor to provide a reasonable accommodation consistent with the law to otherwise qualified employees and prospective employees with a disability and to employees and prospective employees with needs related to their religious observance or practices. Should you wish to apply for this position or any other position with the Company and you believe you require assistance to complete an application or participate in an interview, please contact [email protected].