Key Account Manager

LVMH Fragrance Brands -
London

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Job details

Permanent | Full-time

Qualifications

Sales
Microsoft Office
Analysis skills
Account management
Leadership

Full job description

Position

POSITION: KEY ACCOUNT MANAGER

DEPARTMENT: COMMERCIAL

LOCATION: LONDON

REPORTS TO: HEAD OF SALES

PURPOSE OF THE ROLE

To build strong partnerships with assigned retailers, shaping and realising joint strategies to grow sales and profit, increase market share, respecting at all times the image and priorities of the Givenchy brand.

To define and agree with Head of Sales Annual the commercial strategy and marketing proposition for each given retailer.

To seize any opportunity to increase both sell-in and sell-out and improve space/location and image in all relevant doors.

Job responsibilities

MAIN RESPONSIBILITIES

STRATEGIC DIRECTION

Define a vision and strategy for assigned retailers, outlining the ambitions to improve sales, profit and brand image, and the initiatives needed to achieve those ambitions.
Coordinate other functions to ensure long-term objectives and budgets are aligned by championing retailer needs and priorities to the greater business.
Review progress monthly and annually to ensure delivery is on track and adapt plans as appropriate.

BUSINESS

Establish and monitor budget investment, trading terms and conditions to drive the business and ensure profitability per account.
Negotiate annual Commercial Agreements, agreeing the vision and strategy for assigned retail partners, to support annual budget
Define and implement retailers’ specific Joint Business Plans (JBPs), reviewing the progress quarterly with the retailers to ensure delivery and adapt plans as appropriate.
Define retail and wholesale targets and review monthly performance.
Anticipate challenges and fluctuations in performance and develop and deliver proposals to mitigate risks.
Prepare/co-ordinate sales strategy documents for company strategy meetings and present retailer specific strategy to retailers, ensuring their buy-in.
Secure appropriate allocation and sell-in for the new launches & review the sell-in and sell-through of all the key projects
Analyse sales forecasting, stock levels and returns to drive the objectives of the agreed annual retailer strategy.
Partner with other functions to ensure all retail opportunities are maximized
Present at sales conferences an overview of retail and trade marketing plans with emphasis on key initiatives to ensure retail support from field team.
Liaise with sales force to identify, agree and monitor regional staffing opportunities and local action plans and to understand store performance and brand positioning in each retailer.

ACCOUNT MANAGEMENT

Establish key relationships with all retailers’ headquarters and retail teams in key stores and deliver the strongest and most professional relationship within the category.
Act as a primary contact for all communications with retailer partners.
Develop engagement plans to enhance reputation of Givenchy within given retailers and continue to build close working relationships across relevant retailer departments (Trading and Operations, Marketing, CRM, Online, Supply Chain, Staffing)
Coordinate other functions as needed to ensure engagement plan is delivered.
Support, coach and develop Key Account Executive. Set annual objectives, monitor performance and provide feedback in line with company PCR process.
Work with the finance department to ensure underpayments are cleared monthly and all internal trackers are completed on time and accounts are in line with budget.
Build a peer network across other LVMH brands.

Profile

PERSON SPECIFICATION

Profile:

5+ years relevant sales’ experience (preferably Beauty industry)
Experienced Key Account Management
Experience of UK retailers
Good understanding of and appreciation for the luxury goods industry
Personal affinity with Givenchy
Experience of working in cross-functional teams
Experience of producing trade marketing plans desirable
Senior management potential, with strong personal impact
Competent in usage of MS Office applications

Key Leadership / Managerial skills:

Business planning: Constructs a compelling annual strategy and translates it into concrete annual plans with SMART objectives and detailed action plans; plans business in short, medium and long terms.
Ability to be both proactive and reactive and work under pressure
Driven and with ability to drive direct reports and other team members around them.
Negotiation: Uses both hard and soft negotiation techniques to secure win-win results; is able to adapt approach quickly in order to secure better results
Influencing & stakeholder management: Articulate and able to adapt personal style to influence others better; uses a broad range of techniques to build consensus and secure support; actively manages network to influence all stakeholders
Analytical skills: Compiles and interprets financial, market and category information, translating insights into action plans; is focused on delivering insight and action from the analysis
Team player
Able to coach and develop junior members of the team
Customer and relationship focused
Able to deliver and manage vision and purpose
Great attention to detail

Additional information

POSITION WITHIN THE ORGANISATION

Reports To : Head of Sales

Direct Reports: K ey Account Executive

Internal:

Senior Management team
Marketing & Merchandising Department
Training Department
Finance Department
Field Sales Team
Customer service
LVMH Peer Group

External:

Designated Retailers
Buying teams
Merchandising teams
Marketing and CRM
Online and Digital
Logistics teams
Store management

Crafting Dreams Starts With Yours

At LVMH, people make the difference in the art of crafting dreams.
Our people fuel our dynamic, entrepreneurial culture. We value collective ambitions, encouraging our talents to push boundaries and champion a curious, audacious state of mind. Our commitment to excellence is reflected in nurturing every individual with a growth mindset and development opportunities, consistently empowering them to reach their full potential. We are actively committed to positive impact through an inclusive environment that supports and gives back to our talented community.
Join us at LVMH, where your talent is at the heart of our collective successes.

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Position

Job responsibilities

BUSINESS

Profile

Additional information

Crafting Dreams Starts With Yours

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