Key Duties And Responsibilities
- Drive growth, development and expansion execution across Department Store Channel both instore and online
- Foster existing relationships with key business partners across all levels within each National Account
- Drive strategic planning and sales for all Department accounts
- Develop and implement long-term growth strategies
- Planning, developing, agreeing and implementing an annual joint business plan with Macy’s, Nordstrom and other retailers
- Drive profitable growth and achieve revenue targets
- Seek new business development opportunities within existing business
- Ensure a top-line retail sales, category and individual store performance to identify retail opportunities and strategic needs
- Manage monthly forecasts and projected sales across each account / and total channel
- Manage all financial planning for department store accounts: stock / sales, receipts, profitability, turn, BOM, fashion vs. replenishment forecasts, and align financial metrics with key partners.
- Review mix of business, sku productivity, door performance and communicate findings weekly
- Communicate all stock and sales opportunities / risk on a weekly basis
- React to retail trends and maximize in season opportunities
- Monitoring and reviewing business plans with your customer, and activating contingency plans to improve retail sales when needed
- Drive sell-in/sell thru during prebook period and in season across multiple product categories
- Ensure accurate forecasting on core and seasonal product, and proactive inventory and assortment management, with close collaboration with Sales Operations, Demand Planning and Supply Chain
- Own all net sales forecasting for defined retailers, meeting all financial deadlines and budget submissions, flagging risks and opportunities in a timely and quantified manner
- Managing sales forecasts providing weekly/ monthly estimates on retail sales / receipts
- Identify opportunities to sell in additional revenue
- Partner with Supply Chain to confirm POs have been received and processed
- Monitor any inventory shortages or allocations to optimize turn
- Liaising with cross-functional teams to achieve sales objectives and meet customer and consumer needs
- Work closely with Merchandising, and Trade Marketing to create and deliver an annual plan for each retailer covering activation of key launches and marketing moments, eventing, store/retailer animation, considering both customer acquisition and retention.
- Review implementation and performance or annual strategy vs expectations on a regular and appropriately frequent basis
- Align trading plans with team – local and global - to ensure a consistent plan across all retailers within the region, avoiding unnecessary conflicts of activity
- Responsible for reviewing product assortment & sales to maximize productivity in partnership with trade marketing
- Work with visual merchandising to ensure all updates are executed in a timely manner and communicated to merchant team for retailer approval
- Reviewing promotional activity analysis to maximize key learnings
- Responsible for achieving monthly, quarterly, annual sales targets.
- Work closely with Director of Sales on seasonal plans and forecasts
- Manage each account P&L, balancing investment with top-line opportunity; monitor retailer profit contribution and achieve agreed profit
- Act as point person on all projects including, but not limited to, financial and product projections, seasonal and monthly recaps, budgeting and other daily communication
- Initiate weekly conference calls with merchant team and monthly meetings to review all business opportunities and issue
- Provide weekly account business recaps and monthly reporting that details sell-thru by SKU, ranking, productivity, stock & sales and competitive analysis
- Travel to the major accounts during each seasonal market + quarterly meetings
Skills and Qualifications:
- 5 years+ national key account management experience specifically Department Stores
- 5 years+ experience in consumer, Beauty/Fashion industry a plus
- Ability to multi-task and work efficiently in an extremely fast-paced environment and manage time effectively
- Results-driven and able to work with the cross-function teams to achieve sales targets
- Advanced analytical skills and ability to compute and synthesize inventory levels, seasonal flows and gross margin
- Strong analytical and problem-solving skills, self- starter, and be able to work independently. Strategic thinker.
- Relationships with ecommerce retail management
- Must have wholesale sales and strategic business development experience
- Strong management skills with an understanding of end-to-end wholesale process
- Process development and implementation
- Strong written and verbal communication skills and confidence in speaking in front of groups
- Bachelor’s Degree in Business, Marketing, Management or other relevant study
- Ability to travel up to 1x per month/ qtr or as needed
- Knowledge of Department Store portals required
- Accelerated Analytics / SPS Commerce / Edifice a plus
- Buying /planning experience a plus
- Excel expertise required
- SAP experience a plus
- NuOrder experience a plus
Salary: $125,000 - $135,000 + 23% Bonus + 1% Commission