Job Description

GUERLAIN is looking for a Manager, Sales Development , based in the New York office. This person will be responsible for ensuring a smooth & regular ordering pattern from our customers, and for providing efficient order processing of samples & non-sellables in coordination with Marketing and the Salesforce. Works to improve forecast accuracy, to reduce returns & obsolescence and to negotiate and follow up on sell-in to customers. This includes annual account planning, seasonal calendar building, and day-to-day stock and order management in coordination with Supply teams.

ESSENTIAL DUTIES AND JOB RESPONSIBILITIES

** Key Account Planning and Management:**

• Develop and reach annual, seasonal, and quarterly sell-in plans for each account
• Develop and negotiate the stock and sales plan (Open To Buy) with each account with objective to reach yearly Guerlain NS
• Review with Planning Manager the monthly and weekly shipments for Basic & Novelties and Sets
• Analyze sell-thru to highlight opportunities in shipments and reduce liabilities
• Develop retailer relationships by meeting with key retailer stakeholders consistently to discuss and align on all aspects of sell-in
• Build and negotiate a seasonal promotional calendars to achieve financial targets
• Create launch strategies with retailers and communicate execution plan to the Field Sales team to optimize results
• Respond to market trends by analyzing competitor activities and reading trade publications
• Build, manage, and respect expenses budget (In-store/ Coop/ etc.)

** Sales and Order Management:**

• Collaborate with Sales Planning to determine the retail and non-retail allocations by door
• Review allocations with Buyers and agree on the sales plan before Purchase Orders are issued
• Collaborate with Guerlain Marketing and Sales teams to develop and execute product launches from beginning to end
• Secure 100% in time OCD and STT by communicating with planners, buyers and operations (for saleable and non-saleable)
• Maintain close contact with Planning Manager to track product flows, retailer shipments and returns budget
• Collaborate with field representatives to ensure account plans are inclusive of field feedback, and are successfully executed in the field
• Address discrepancies between allocations and Purchase Orders (as needed)

** Forecasting and Operations Management (S &OP):**

• Manage, allocate, plan items: Products, Samples, POSM, and merchandising items.
  • Forecast Sellables and No-costs items with Supply team
• Report Analysis on Team allocations, Shipments YTD, Inventory planning
• Report quotas consumptions to the teams
• Analyze, Report and Manage all Returns/Markdowns from the retailers:
  • Ensure that all units are discontinued, isolate units due to retrofits or other causes
  • Provide Return Authorization (RA) codes to retailers in a timely manner
  • Extract all receipts by RA from AX to confirm use of RA codes
  • Bi-weekly call to confirm actual returns/markdowns with the SSC AR team

RELEVANT SCOPE MEASURES

• Net Sales
• On Shelf Availability
• Slow movers

ORGANIZATIONAL STRUCTURE – REPORTING RELATIONSHIPS

Positions Supervised: Planners

Internal Partners: Marketing, Logistics, Operations, Sales Team, Finance

External Partners: Retailers

Qualifications

• 5 years of experience in a similar position
• Knowledge of leading beauty and fragrance brands and of operating practices of key Department Store and Specialty retailers
• Excellent written & verbal communication skills
• Analytical
• Advanced Excel skills
• Rigorous & results-oriented
• Ability to work autonomously and take initiative with the ability to deliver to tight deadlines

Additional Information

NOTE : This job description is intended to cover the core accountabilities of the position and is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

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

LVMH Inc. uses the published salary range as a guideline to provide our employees with market competitive pay while allowing for flexibility to recognize and reward various levels of expertise, performance, and tenure.

While the published salary range is a good faith reflection of the targeted salary level for the position, LVMH Inc. reserves the right to pay outside of the published salary range of $100k-$125k.