Key Account Manager - Dusseldorf, Germany

Overview

Work under the direction of the EMEA Sales Director to develop, plan and execute the sell in and sell through strategy for various accounts in the territory. Drive retail promotional programs, analyze sales and business data, and meet profitability goals while striving to optimize efficiencies and capture additional sales opportunities. Anticipate and analyze retail sales trends to implement strategic action plans in favor of the business. Apply proactive leadership and drive sales and target KPI’s for the overall success of the assigned region. Personally develop strong relationships with both external retail partners and internal cross-functional teams to ensure success and accomplishment of target goals.

Essential Job Functions

Sales Planning & Inventory Management

• Collaborate with retailer buying and planning teams to develop strategic sales plans that fulfill the growth and revenue goals of ABH, seeking approval and guidance of EMEA Sales Director and corporate management teams as necessary
• Collaborate cross-functionally to lead company sales projects
• Work closely with brand and retailer planning teams to plan and forecast new launch inventory needs and sell-through timing, basic replenishment levels, and stock level management
• Ensure projections reflect changes in the business such as promotions and new store openings
• Communicate all launches, pricing, allocations, OOS statuses, samples, and special programs to each division’s buying team
• Monitor newness orders to ensure correct order quantities are placed by retailer
• Help resolve stock concerns and requests from field as appropriate
• Coordinate RTV authorization and tracking, with adherence to budget and internal control procedure

Retail Sales Targets and Budgets

• Responsible for the achievement of retail sales plan and corporate KPIs for the region
• Builds strong collaborative relationships both internally and externally
• Ability to implement a focused strategy to drive results, in line with corporate objectives
• Effectively manage territory budgets according to ABH guidelines and process
• Accountable for completing all administrative assignments by the respective due date
• Responsible for calling out key opportunities/gaps they see in market for ABH to win

Reporting & Analysis

• Provide regular sales reporting and analysis to Sales leadership such as best sellers, mix of business, door rankings, and topline sales results as they compare to retail plans and past history.
• Lead weekly business review meetings
• Complete monthly business plan templates to reconcile PNLs

Marketing & Merchandising

• Communicate to retailers and internal teams seasonal fixture updates to ensure proper display plans according to account assortments, gondola set dates, and future launch timelines. Drive sell through strategy for discontinued skus.
• Work closely with retailer merchants and ABH marketing team to plan retailer side-by-side calendars, strategically scheduling promotional activity to drive YOY growth, especially at times with high LY liabilities
• Collaborate with retailer and ABH marketing teams to create marketing calendar (sample program, dedicated emails, ads, site updates, etc.)
• Partner with ABH marketing and creative teams on retail assets: model photography, product shots, copy, and opportunities for new and exciting online brand pages
• Plan annual sampling calendar in conjunction with each division’s promotional calendar;

Organizational Management

• Oversee the submission of assortments, setup forms, comps, and assets by Sales Coordinator to retail accounts
• Lead cross-functional teams in creation of sales proposals and presentations for major retailer meetings (e.g. Market Meetings)
• Continuously improve processes and ways of operating to drive productivity and effectiveness of Sales team

Requirements

• Experience in a retail selling environment
• Experience in cosmetic retail in an executive role or regional sales management role will be taken in account as plus
• Experience managing market while driving a successful business
• Demonstrated ability to inspire, coach and develop others to strive for excellence
• Strategic thinker with the ability to effectively execute and manage details
• Track record of achieving sales targets and KPI’s
• Ability to work collaboratively and build positive/effective business partnerships
• Can provide FOCUS to the team and align them in the vision to achieve results
• Excellent written and verbal communication in German and English.
• Can Deliver persuasive presentations in a variety of settings including senior management level
• Entrepreneurial mindset leading through innovation and creativity
• Strong sense of loyalty, teamwork, and high personal integrity

• Knowledge of specialty retailers – Sephora, Douglas will be taken as a plus
• Proficiency with Microsoft Office (Excel, Word, PowerPoint, Outlook)
• Self-motivated, results-driven, detail-oriented
• Excellent communication, presentation, negotiation, and organizational skills
• Strong analytical skills with ability to think and perform creatively
• Proven ability to follow up and maintain timelines
• Flexible and adaptive attitude to changing business needs and a fast-paced work environment

Physical demands

Sitting, Typing, Frequent Standing, and Walking, Occasional lifting (less than 25 lbs)

yoWftkdU8G