Director, Key Accounts, Drunk Elephant (New York)

Job Summary:

The Director, Key Accounts is responsible for collaborating with retailers and internal stakeholders to achieve retail and net sales plans. This role will work directly with the ED, US Sales to develop and execute strategies to support the channel business model and to achieve budget targets and marketing objectives.

Primary Duties & Responsibilities: 

• Negotiate stock and sales plan with designated retail accounts, in addition to reporting retail and net sales assessments, forecasts, and budget planning
• Build bottoms up retail and net sales plans in partnership with ED, Key Accounts, utilizing CEP to revise for accuracy on a weekly basis
• Forecast returns and DIFs, managing discontinuations to reduce RTV liabilities
• Oversee Gross HPLN forecasting and actualizing in accordance with CEP projections, collaborating with cross-functional partners to ensure alignment
• Consistent communication with Executive Team on gross shipment status
• Drive activities for respective accounts to promote retail sales and shipment revenue
• Provide high level commentary for weekly/monthly sales dashboard
• Identify and distort strengths of each retailer to identify opportunities for growth
• Lead, develop, and maintain highly productive relationships with retail partners to achieve mutually agreed upon business objectives by account
• Partner with retailers and marketing to align on new product demand projections that support retailer business objectives and brand inventory targets to maximize sell-thru
• Support ED, Key Accounts to develop and execute strategies that are unique by retailer to support the channels business model
• Regularly meet with Sales Development team to assess and report status of retail and net sales achievement
• Effectively communicate with Field Team via bi-weekly calls, including in-depth retail sales updates by retailer, wins/opportunities/sell-thru
• Ad Hoc requests

Working Relationships/Key Stakeholders:

• Support and partner with ED, US Sales in building bottoms up budgets and on-going forecasting and achievement of retail and net sales plans
• Collaborate with Marketing to develop and execute growth driving strategies by account
• Report retail and net sales assessments weekly and provide commentary for weekly dashboard to Sales Development
• Provide monthly forecast updates to Demand Plan team and call out any new intel impacting projections
• Partner with Field Sales and Education to share and receive account specific updates

Financial Accountability 

• Responsible for achievement of all gross, net and retail sales plans across each category.
• Provide up to date net shipments weekly to Executive and Finance teams.
• Oversee Gross HPLN monthly forecasting and actualizing, promoting cross-departmental alignment

Qualifications & Competencies: 

• Bachelor’s degree preferred plus minimum of 7 years previous related industry experience
• Experience with forecasting gross/net shipments
• Strong relationship skills: ability to lead and manage multiple high-level relationships
• Experience with open-sell retailers required
• Demonstrated ability to build gross to net and retail sales plans from the bottom up
• Advanced expertise in Microsoft Excel, PowerPoint (pivot tables, vlookups, etc.)
• Ability to work under pressure and fluctuating deadlines with a high number of tasks
• Should possess strong analytical, organizational and communication skills
• Must be flexible and adaptive to changing priorities

Trust 8

Below is a list of Working Principles designed to help employees at Shiseido Americas succeed as the company continues to evolve and innovate.

1. Think Big: Adapt a big-picture perspective. Deliver new values through creativity.
2. Take Risks: Embrace Risk, Practice “Trial and Error and Trial”
3. Hands On: Consider Front-line realities when making decisions. Take the lead from end to end

4. Collaborate: Leverage the diverse capabilities of colleagues.
5. Be Open: Create an environment that encourages everyone to speak up.
6. Act with Integrity: Be sincere and humble at all times.
7. Be Accountable: Commit to the goal. Take accountability for the execution
8. Applaud Success: Create a culture that celebrates success