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Vice President, Specialty Key Accounts - US

Christian Dior Perfumes

Vice President, Specialty Key Accounts - US

San Francisco, CA
Full Time
Paid
  • Responsibilities

    Job Description

    Manage Specialty account strategy for Sephora and Ulta. This position is responsible for managing at the headquarter level, the day-to-day and strategic planning and account specific strategy of marketing support, go-to-market launch planning, in-store visual opportunities for both permanent gondola/wall fixturing and temporary, sell-in sales, .com, media and social strategy, sampling and loyalty/CRM initiatives across all product categories.  This position is responsible for managing the relationship with the Sephora and Ulta teams, liaising with both the US NYO and Paris Central teams. This person will be charged with identifying key trends and advocating for Dior brand positioning and point of difference, for both product and marketing support and spearhead any development opportunities to support Dior’s performance goals.  They will also lead the development of business plans, financial analysis, budgets, and P&L. Position can be based in San Francisco or NYC. 

    MARKETING:

    • Grow Sephora and Ulta businesses in alignment with shared performance goals, remaining competitive with top ranking brands within relevant categories (tri-category at Sephora, fragrance at Ulta)
    • Work closely with Dior Central Marketing and New York Marketing teams to strategize new go-to-market strategies and the 360 support elements to maximize launch and brand potential tailored to specialty vision strategy both short and long term
    • Partner with Sephora to identify key market trends and Sephora focus categories to drive “in the kitchen” product development that is meaningful and differentiated on a 2-year development horizon
    • Ensure strong 360 planning, in partnership with Sephora and Ulta teams and media/e-retail to leverage and lead e-retail potential across all touch points for leadership including media, social, digital campaigns, p page and site content, CRM and multi-platforms (app, social, site) with optimized investment strategy.
    • Support loyalty and recruitment strategy that maximizes specialty account levers while maintaining Dior brand DNA and image at the heart of all activation
    • Partner with Education to tailor strategies and tools for Sephora and Ulta including services, instore visits, training product, training videos, events and retailer-specific programs to be aligned with a competitive multi-brand environment that increase beauty advisor engagement with the brand including core items and new launches.  Develop in partnership with education events strategy, tools and process for FSC level and store led events to bring the Dior high touch service, storytelling and luxury brand experience to the next level in store for consumers.
    • Work closely with Sales Management teams to plan aggressive sell thru strategies
    • Oversee detailed side-by-side seasonal Omni calendar by account

    SALES FORECASTING:

    • Partner with Sales Management Team to reconcile financial plans for each account with the total targeted goal of Parfums Christian Dior
    • Develop strategy with Category Marketing and Sales Development for new launches: forecast pipe, initial sell-through, and annual sell-through for all newness

    LOGISTICS:

    • Develop and manage positive relationships with buying and planning offices of our retail partners.
    • Create, plan and implement new and existing sales initiatives on a seasonal and annual basis in conjunction with the central office and account.
    • Complete assortment strategy in a timely manner and ensure accuracy.
    • Lead monthly field calls to communicate with Field Sales Team retailer specific strategy & goals, Omni strategy and plan by quarter, inventory, upcoming events, trainings, gondola updates and merchandising focus.

    WORK WITH RETAIL & SALES DEVELOPMENT TEAM ON THE FOLLOWING:

    • Communicate effectively to buying and planning offices the needs of Parfums Christian Dior as it pertains to inventory levels, timely order flow, and general business support.
    • With Planner develop financial sales and stock plan by account; drill down to door level by month
    • Monthly meeting with account to review inventory balance, sell-through of products featured in merchandising programs, and upcoming orders.
    • Communicate significant changes in sku item Forecast Team as necessary based on emerging trend or upcoming event.
    • With Planner, manage risk of overstock at door level, minimize RTV liability of the company

    WORK WITH MERCHANDISING TEAM:

    • To communicate to the Field Sales Team merchandising updates and timelines.
    • With Planner, Execute tracking of execution of merchandising updates for the Field Sales Team. Manage and upkeep tracking of Field Sales Team schedule of trainings, events, and store meetings.

    OVERSEE THE FOLLOWING RESPONSIBILITIES LEAD BY PLANNER:

    INVENTORY—STORES AND DOTCOMS

    • Manage all Basic Replenishment and all Launch Orders/POs
    • Forecast and track Monthly Net Shipments and Retail Sales
    • Forecast and manage/order all Launch, Animation, Tester Quantities with Sephora Planners
    • Manage/Order all Quarterly and New Door Testers and animation/promotional inventory
    • Order Event Inventory, TOAs, collateral etc.
    • Manage/Order all Sampling for Dotcom, In-Store, and Beauty Insider Programs
    • Set up skus on NPF (New Product Form/Sheet)
    • Complete Opening Door Paperwork and set up new doors (approximate 20 new doors a year)
    • Manage RTVs/Homeless– submit for approval and Log
    • Manage all Assortments=Color, Skincare, Fragrance

    MERCHANDISING

    • Manage seasonal Merchandising Matrix’s  for all Worlds—Communicate to field
    • Submit Planograms to Merchants for Approval with Assortments for each product update—Send to field
    • Manage the Update timeline w/Merchandising and manage Art for all VM fixtures – Animations, Endcaps/Towers/Item Fixtures including approvals and field communication
    • Request Comps from Marketing for all opportunities/pitches

    EVENTS

    • Submit Event Submission Forms to Sephora including event dates, doors and goals aligned with the field team
    • Work with Marketing and e-retail on support needed—TOAs, Collateral, marketing Images
    • Distribute TOAs, Collateral, Goals to Field

    EDUCATION

    • Request EDU Sheets on new Launches and send to Field
    • Provide Training Product Distribution Quarterly

    FIELD REPORTING

    • Promotional/Merchandising/Education Calendar
    •  Monthly EOM Reports = Stock/Sales
    • Monthly Color Rankings by store
    • Merchandising Matrix –Seasonally
    • Planograms and Assortments for each update

    MISC

    • Track Promotional Spend – submit COOP Contracts
    • Set ups for Annual Conferences—order/ship Gratis, display items
  • Qualifications

    Qualifications

    • 10 years related experience
    • Strong analytical competencies.  Ability to analyze business identifying key opportunities
    • Strong interpersonal skills, negotiation, and presentation abilities.
    • Elevated skills in partnership and negotiation for long lasting retailer relationships that drive attention and sales for the brand.
    • Excellent oral and written communication and problem-solving skills.
    • Team oriented.  Ability to manage relationships across multiple departments internally (US Marketing, retail development, e-retail, sales, central) and with Sephora and Ulta headquarters (merchant, .com, marketing)
    • In-depth knowledge of beauty specialty retail, success factors at Sephora and Ulta

    Additional Information

    • 50+% Travel – San Francisco (depending on home base), NYC Corporate office (depending on home base), Paris central office, retail stores
      •  NYO 1 x per month, Paris Central office 1 x per quarter

    All of your information will be kept confidential according to EEO guidelines.

  • Industry
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