Key Account Manager

Job Description

About The Estée Lauder Companies

We are the global leader in prestige beauty — delighting consumers with transformative products and experiences, inspiring them to express their individual beauty. We are the only company focused solely on prestige makeup, skin care, fragrance and hair care with a diverse portfolio of 25+ brands sold in 150 countries. Infused throughout our organization is a passion for creativity and innovation — a desire to push the boundaries and invent the unexpected — as we continue the bold work of our founder Estée Lauder.

About the role

The Key Account Manager supports brands on the definition of their go to market strategy and commercial plan. (S)he develops and delivers the key account commercial plan with consent of GM and brand managers, leading negotiations with key retailers. (S)he drives and develops ELC’s position/share/ranking with the retailer, in close partnership with Brand Managers, and owns the key account P&L

The Key Account Manager reports directly to the Senior Key Account Manager, and manages all brands for the given key account(s).

The Key Account Manager manages key accounts:

• Builds and develops long lasting relationships with Retailers and their buyers, creating winning partnership
• Drives and develops ELC’s position/share/ranking with the retailer , leveraging scale across brands where it makes sense
• Builds the retailer plan across ELC brands in close cooperation with the brands and execute different brand strategies with the retailer
• Explores new business opportunities together with the retailer and in discussion with the brand managers
• Collaborates with education team to ensure alignment
• Evaluates the competitive landscape and evolution of retailer through regular site visits and external reports, where applicable
• Owns signals related to their accounts, Responsible to provide input to the DP about sell through data (proxies) as well as key changes in the retailer plans (closures, openings, new gondola’s, promotions, etc). Works with internal stakeholders to secure correct forecast and delivery

The Key Account Manager delivers the commercial plan:

• Supports brands on the definition of their go to market strategy and commercial plan, including defining sales objectives and forecasts per Retailer
• Based on the commercial plan, drives negotiations with retailers, in close partnership with brand managers, including negotiations of CRM data in partnership with CRM lead
• Manages execution and governance of KAM contracts within the mandate provided
• Owns the key account P&L, from gross sales to NOP
• Achieves monthly sell through and sell in targets in cooperation with Brands
• Manages retailer activities such as promotions, training, planning and special projects, in collaboration with the brands
• Evaluates retailer campaigns and provides feedback to brands
• Works hand in hand with eKAM to ensure 360 account management. KAM responsibility

Qualifications

• Excellent knowledge of Dutch & English
• Strategic Sales experience within FMCG or Cosmetics
• High energy and drive
• Team player who can work efficiently in cooperation internally with all departments and externally towards several contacts
• Committed
• Seek ways to achieve goals despite unforeseen problems (strong problem-solving skills)
• Open to feedback, new perspectives and continued learning
• Results-oriented
• Strong negotiation & communication skills
• Strong analytical skills
• Great listening skills

What's in it for you?

A job where colleagues become family? Welcome to the Estée Lauder Companies! You will receive an attractive salary in line with your experience and competencies. In addition, you will receive various extra-legal benefits... And what about constant learning? It goes fast at the Estée Lauder Companies. With training, both on the job and through MyELCLearningHub, you get the space to do so.

Are you interested in the above position? Then apply immediately and find out what your opportunities are at the Estée Lauder Companies

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