PRINCIPAL OBJECTIVE: Strong business manager with extensive experience developing account category strategies, sell-through and sell-in forecasts, negotiating stock & sales plans, delivering gross shipments, and managing key metrics and inventory levels. Manages retailer orders to ensure optimal ordering parameters (VMI) or advise on optimal parameters (non-VMI), manages inventory in the trade to minimize returns and ensures the right level of WOS in the right SKUS in the right doors. Primary advisor to Account Lead and Lead Planner, helping inform overall account strategy (e.g., Category Plan and Stock & Sales Plan). Reports to Head of Account & Sales Planning to ensure consistency across accounts. Ensures that account’s inventory is managed to hit brand and retailer metrics and supports retail sales growth.

PRIMARY EVALUATION METRICS: Gross shipments, returns, WOS, inventory turn, inventory accuracy

KEY ROLES AND RESPONSIBILITIES:

PRE-SEASON PLANNING

Annual Budgets/Sales Plans/Gross Shipments

• Provide input to Head of Account & Sales Planning as needed for LRP and budgeting process

Seasonal Category Planning

• May create category plans for select accounts separately or all accounts together at the major category level (e.g., makeup, skincare, fragrance)
• Provide feedback to Marketing on MFP/Brand Category Strategy
• Account Plan includes estimates of door changes (openings/closings) and retailer.com
• If there is a gap between the plan and the MFP or financial targets, Planner may help the Account Lead develop a business case to close the gap; if there are opportunities, the planner will seek them out and build a plan around them
• Attends Seasonal planning meeting with retailer to support Account Lead in discussions on account category strategy
• Help inform Account Lead strategy on optimal SKU assortment, focusing on streamlining assortment to those areas of highest opportunity

Seasonal Stock & Sales Plan Development

• Develops seasonal Brand Stock & Sales Plan based on retailer Stock & Sales Plan; ensure plan supports category and inventory targets, including returns
• Conducts monthly in season discussions on Stock & Sales Plan (see Monthly Stock & Sales Plan Management and LE Reporting)
• Calls out risks and opportunities to financial plan to Head of Account & Sales Planning

Other Seasonal Planning

• VMI: Works jointly with Replenishment to develop annual communication of any revisions to order parameters with retailer, making adjustments to improve the quality of the overall ROQ
• Non-VMI Base planners do not review parameters
• Participates in annual review of door profiles that govern collateral allocations with retailer and make any necessary modifications
• Participates in annual review of other allocation methodologies for samples or transaction based items (e.g., hygienic supplies, cards) with retailer to align on seasonal methodology
• Review Programming Side by Side calendar to ensure inventory is supporting strategic initiatives

IN-SEASON MANAGEMENT

Monthly Stock & Sales Plan Management and LE Reporting

• Build and manage in-season shipments plans by reviewing previous month actuals and re-projecting plan; refresh weekly/monthly
• Monitor and report on gross shipments to plan to Head of Account & Sales Planning and Account Lead, identifying any risks and opportunities; calls out gaps to seasonal plan and proposes initiatives to close the gaps/further drive sales
• Develop monthly Latest Estimate

Order Processing

• Conduct weekly / bi-weekly call with retail buyer to understand OTB and any constraints
• Non-VMI: Processes retailers’ basic orders with topside review by SKU.
• Non-VMI: May recommend initial and launch re-order quantities using analytics; processes retailer submitted order
• Develops orders that balance launch and basic needs and availability; ensures that order reflects seasonal sales spikes (e.g., GWP, Holiday); scales order to OTB as required
• Ensure that orders reflect correct SKU assortment for accounts / doors
• Update the weekly shipment forecast
• Reviews counter service levels, OOS and fill rates and use as input to order changes
• Join appropriate field calls to stay current and anticipate ordering needs based on field activities

Inventory Management

• Monthly review of Service Levels and evaluate any lost sales or SKUs with low WOS; address any issues and elevate to Head of Account & Sales Planning if needed
• Annual review of performance metrics (e.g., ROQ, WOS, counter service levels, stock turn) with Replenishment Team to revise (VMI) or recommend retailer changes (non-VMI)
• Manage inventory levels including phase-ins, phase-outs, discos, returns (customer and RTVs), DIFs, testers, inventory adjustments and markdowns, with particular focus on proactively minimizing returns and DIFs
• Manage, communicate and execute return of goods on discontinued and post-holiday items and track in-season compliance
• Train retailers and employees on DIF process to ensure optimal usage; monitor compliance and provide feedback
• Advise retailers’ on “like” replacements of OOS items and ensure re-orders are placed and filled in timely manner when item comes back in stock
• Recommend opening order for new retailers/stores

Allocations

• Review collateral allocations by door once complete by Planner Coordinator
• May spend minimal time reviewing door level allocation of samples in passport; manages and communicates launch quantities and ship dates to retailer
• Will spend time reviewing door level allocation of launch/holiday/sets in LFW to optimize inventory to drive retail sales
• Set Up and work on DIF allocations for new MSNA doors and remodels.

GWP

• Allocate to the door level a GWP units in passport based on sales targets; manages and communicates GWP ship dates to retailer
• Set Up Holdback allocation form so it is ready for day 1 of GWP
• Helps ensure correct shipping and manages mis-ships
• Tracks GWP unit returns after gift
• Review Gift Build Order for replenishment

Administrative Activities

• Conducts some relevant administrative tasks (e.g., filling out retailer required information for new products)
• Proactively partners with Account Services to ensure that PO Logs and OOS Reports address the highest need areas for the retailer and field; works with Account Services to devise solutions when issues occur
• Set up New Account Openings and closings
• Stay up to date on information in retailer seasonal packet that includes SRP changes, SKU edits, OOS, discos, order form, RTV requirements and in stock dates (packet owned by Marketing Ops)
• Attend monthly planner Community of Practice calls and Brand planner meetings

Core Competencies:

• Strong financial and analytical acumen; ability to advocate for and develop planning best practices and strong, mutually beneficial collaboration with retailers
• Strong business savvy and knowledge; ability to use analytics to convince others of financially sound options for the Account that will maximize sales and minimize returns
• Highly organized and structured

Qualifications

• College degree required
• 5 years work experience, 1-2 of which is relevant
• Strong math and analytical skills
• Strong ability to structure, analyze and manipulate large amount of data in excel quickly (e.g., pivot tables, vlookup, data cleaning, etc.)
• Ability to review and analyze Stock & Sales Plan; knowledge of inventory models and KPIs (turn, WOS) and retail supply chain preferred
• Understanding of forecasting and replenishment planning tools and systems a plus
• Strong communication and negotiation skills and ability to present effectively and credibly to client
• Self-starter and ability to work independently
• Knowledge of basic inventory and replenishment skills

The anticipated base salary range for this position is $82,500 to $135,500. Exact salary depends on several factors such as experience, skills, education, and budget. Salary range may vary based on geographic location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with possibility for overachievement based on performance and company results.

In addition, The Estée Lauder Companies offers a variety of benefits to eligible employees, including health insurance coverage, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave programs, education-related programs, paid holidays and vacation time, and many others. Many of these benefits are subsidized or fully paid for by the company.

Job: Sales
Primary Location: US-NY-New York
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 2310349

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. It is Company's policy not to discriminate against any employee or applicant for employment on the basis of race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, protected medical condition as defined by applicable state or local law, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. The Company will endeavor to provide a reasonable accommodation consistent with the law to otherwise qualified employees and prospective employees with a disability and to employees and prospective employees with needs related to their religious observance or practices. Should you wish to apply for this position or any other position with the Company and you believe you require assistance to complete an application or participate in an interview, please contact USApplicantAccommodations@Estee.com.

The Estée Lauder Companies (ELC) is the global leader in prestige beauty. ELC is the only company focused solely on prestige makeup, skin care, fragrance and hair care with a diverse portfolio of 25+ brands sold in approximately 150 countries and territories. Infused throughout the organization is a passion for creativity and innovation — a desire to push the boundaries and invent the unexpected — as we continue the bold work of the company’s founder Estée Lauder.