SENIOR MANAGER - KEY ACCOUNTS, LUXE

For 115 years, L’Oréal, the world’s leading beauty player, has devoted itself to one thing only: fulfilling the beauty aspirations of consumers around the world. Our purpose, to create the beauty that moves the world, defines our approach to beauty as essential, inclusive, ethical, generous and committed to social and environmental sustainability.

In our journey, we are looking for talented individuals who can lead us on this mission.

Would you like to be a part of the adventure?

L’Oréal’s Luxury Division is looking for a Senior Key Account Manager. In this Individual Contributor role, you will be responsible to drive the performance of the assigned channel to ensure that sales, distribution and merchandising opportunities are maximized, achieving the aligned joint business plan objectives. You should have at least 6+ years of working experience in key account management, preferably with Retail or other distribution-based businesses; E-com account management experience is also welcome. The location of the job will be our Head Office in Mumbai.

Key Responsibilities

• Responsible for the development of the omni-channel retailer(s)
• Lead the negotiation with retailer(s) on Annual Joint-Business plan taking into account the growth levers to achieve objectives (sell-in, sell-out, market share) and brand profitability within the channel.
• Define and implement Go to Market strategy with cross-functional teams (marketing, media, supply chain, IT, Retail, Education. etc.).
• Lead the translation and execution of the omni-trade marketing strategy into impactful retailer programmes, respecting and tracking budget and commercial targets. Track the ROI on actions.
• Analyse and interpret retailer(s)’ omni-performance to identify strengths, weaknesses and business opportunities.
• Works closely with digital & brand marketing team to help optimize omni-marketing initiatives, results analysis, and campaign execution.
• Regular review with Omni-Retail Manager on brand initiatives, sales trending, and action plans to ensure key checkpoints are met.
• Build strong customer relationship and long-term partnerships with retailers.
• Represent the retailer/internal client and coordinate all departments in this regard.
• Deliver results: responsible for monitoring and achieving both sell-in and sell-out performance
• Monitor and analyse E-commerce key metrics, drive insights, and identify opportunities
• Optimize GMV via e-store operations (stock availability, promotion mechanics) and digital touchpoints (e-store design, campaign pages, banners and product pages, onsite search & affiliates)
• Plan, develop and execute campaign proposals for retail partners
• Oversee the orders processing and work closely with our partner to control and minimize stock holding
• Collaborate with Marketing teams to enhance brand’s visibility to drive sales performance and work across all relevant cross-functional areas (Digital, Supply Chain, Finance, Education)
• Lead or participate in the negotiations with retailers/clients on key launches, space, location and stock. Establish and develop partnerships and strong relationships with retailers
• Establish and implement the plan including trade marketing/animation/ merchandising/training. Follow up return-of investment of actions and animations.
• Deliver results: responsible for monitoring and achieving both sell-in and sell-out performance
  
  

Key Deliverables & KPIs

• Delivering Top Line sell out Targets
• Joint Business Plan Objectives (including but not limit to Sales Targets, Key Moments/ Activations, Marcom Support/Investment)
• Market Share Gain by Retailer
• Plan and execute Omni Channel activations for retail and E-Commerce platforms
  
  

Key Competencies

• Analytical, proactive, driven to optimise brand’s online and offline performance via partners
• Agile to move and adapt in a complex, fast-paced environment to work with multiple stakeholders
• Experience in managing retail and E-Commerce platforms
• Strong business acumen
• Ability to thrive in an ambiguous environment and a passion for success and winning
  
  

Key Relationships

• Channel Partners (Online and Offline)
• Marketing Team
• Finance & Control
• Visual Merchandising & Retail Design team
  
  

Physical Demands (e.g. % travel):

• Travel will be need based
  
  

Education

• Relevant experience / MBA
  
  

L’Oréal is committed to building a diverse environment and is proud to be an equal opportunity employer. L’Oréal closely prohibits discrimination against any employee or applicant for employment because of the individual’s race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability or any other characteristic protected by law.