Key Account Manager

The Opportunity

Mission: This role reports to the Commercial Director and is responsible for development of the business in terms of net revenues, market share, profitability, and retail excellence.

Specific perimeter: ANZ Specialty Accounts – Mecca, Sephora, Retail Specialists

Vision: Our Inspired Community are empowered to create meaningful connections with our customer. Together with our unique approach we drive the industry forward.

Strategy:

• Understand full potential of the prestige & niche portfolio’s; size, forecasted growth, distribution, key players, key brands, best practices driving growth etc. (market intelligence)
• Support the Commercial Director in the preparation of the Net Sales and Retail Sales budgets for each calendar year
• Prepare and execute 12 Month Marketing & Commercial strategy plan

What you'll get to do

Functions and Responsibilities:

• Manage negotiations with clients in collaboration with commercial team: Terms & Conditions within Puig Commercial Framework, spaces and locations, annual promotional plan and budget, external field sales force etc. with the objective to grow the account in terms of net revenues, market share, profitability and retail excellence.

• Ensure the day-to-day management of the top line sales and the implementation of the negotiated agreement and achieving sales targets.

• Monitor the CtFC by client from Net Sales to Marketing Contribution and the total promotional budget under perimeter.

• Regular updates to the business on Net Sales and Retail Sales.

• Proactively manage the fragrance shopper mix by location (i.e., assortment).

• Constantly analyse shopper, sell-out, and retail information in order to adapt and improve each regions management.

• Execute the annual promotional plan by region (launches, exclusivities, animations, promoters, incentives, GWPs etc.) and the negotiations, ensure implementation and monitor and control promotional budget involved.

• Execute Retail Excellence in both temporary visibility (animations) and permanent (spaces, locations, personalization) with a clear focus on key locations and on permanent over temporary.

• Execute business planning across ANZ Retailers

Control Mix of Sales

• Classify and segment accounts
• Track distribution channels’ evolution (channels/retailers/doors)
• Drive implementation of Key Account Management in distributors
• Follow-up of unstructured market pricing and quantities
• Lead the market protection strategy across ANZ

Reporting

• Regular updates to the business on Net Sales and Retail Sales performance
• Monthly Tracking to budget for each client
• Quarterly Retail Excellence Reporting
• IQVIA Data reporting – use to drive business decision both internally and externally.

We'd love to meet you if you have

Experience:

• At least 7 or more years of previous experience in a Sales/Business Development position and / or similar role in the beauty or FMCG industry. Experience in managing Pharmacy & Retail Specialists.

Education:

• Degree holder in Marketing / Business Administration or equivalent highly regarded

Languages:

• English

Skills & Knowledge Required:

• Strong analytical skills, efficient, willingness to be hands-on, deadline- oriented and able to work under pressure
• Strong communication skills
• Advanced Excel Skills
• Previous success in cross department management to deliver outcomes across retail and stock forecasting.
• Interpersonal skills with the ability to interact well and constantly with rest of the team (i.e., Commercial, Executive, Marketing, Customer Development and In Store).

We welcome Creators Of All Kinds. If you are unsure of meeting all the requirements but trust you have the transferable skills to excel in this role, complete the application and our teams will get in touch if you are selected for an interview. 

A few things you'll love about us

• An entrepreneurial, creative and welcoming work culture
• A range of learning and development opportunities
• An international company with plenty of opportunities to grow
• A competitive compensation & benefits package
• Company events and well-being initiatives
• Employee discount on our products
• Hybrid work policy