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Form of workOVERALL OBJECTIVES: 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. Manage retailer orders to ensure optimal ordering to drive sales. Manage inventory in the trade to planned WOS. Primary advisor to Account Lead, helping inform overall account strategy.
PRIMARY EVALUATION METRICS: Gross shipments, returns, WOS, inventory turn, counter service level, 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
- Prepare and align on upcoming season account category plan that includes detailed plan for basic, launch, and holiday business by applying detailed knowledge of account’s business and customer, brand strategy and category/SKU analytics
- Provide feedback to Head of Account Management on MFP/Brand Category Strategy
- Attend Seasonal planning meeting with retailer to support Account Lead in discussions on account category strategy
- Develop forecasts for incremental programs and other store displays (e.g., outposts, end caps)
- Help inform Account Lead strategy on optimal SKU assortment, focusing on differentiating assortment only in those areas of highest opportunity
Seasonal Stock & Sales Plan Development
- Proactively develop seasonal Brand Stock & Sales plan that supports category and inventory targets, including returns
- Lead meeting presenting brand’s Stock & Sales plan with retail buyer and conducts needed adjustments based on feedback
- Negotiate Stock & Sales Plan with retailer seasonally as part of planning; conduct monthly negotiations in season;
- Call out risks and opportunities to financial plan to Head of Account & Sales Planning
Other Seasonal Planning
- Seasonally, review retailer’s order parameters with buyer, suggesting adjustments to improve the quality of overall orders
- Seasonal review of door profiles governing collateral allocations with retailer including hygienic supplies, etc.
- Build retailer Side by Side calendar to ensure inventory is supporting strategic initiatives
IN-SEASON MANAGEMENT
Monthly Stock & Sales Plan Management and LE Reporting
- Manage in-season monthly brand stock and sales plans by reviewing previous month actuals, re-projecting plan, and conducting analyses on inventory/sales to drive insights
- Build weekly ship plans for account(s) based on monthly Stock & Sales plan and refresh weekly/monthly
- Discuss re-projected sales and receipt plan with retailer
- 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
- Conduct strategic analyses on top doors and top SKUs to identify sales opportunities and influence retailers’ basic order
- Recommend initial and launch re-order quantities using analytics; review retailer submitted order to ensure within guidelines
- Develop orders that balance launch and basic needs; ensure that order reflects seasonal sales spikes (e.g., holiday)
- Reviews counter service levels, OOS and fill rates and use as input to order changes
- Ensure that orders reflect correct SKU assortment for accounts / doors
- Update the weekly shipment forecast
- Join appropriate field calls to stay current and anticipate ordering needs based on field activities
Inventory Management
- Weekly 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
- Seasonal review of performance metrics (e.g., ROQ, WOS, counter service levels, stock turn) with retailer
- 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
- rovide SKU forecasts that meet SKU productivity targets for planograms and launch piperovide SKU forecasts that meet SKU productivity targets for planograms and launch pipeP
- Periodically review physical inventory with retailer ensure accuracy and ensure correct adjustments are made
Allocations
- Allocate collateral based on door profiles
- Review door level allocation of samples in passport;
- Manage and communicate launch quantities and ship dates to retailer
- Review door level allocation of launch/holiday/sets in LFW to optimize inventory and drive retail sales
Administrative Activities
- Conduct some relevant administrative tasks (e.g., filling out retailer required information for new products)
- Proactively partner with Account Services to ensure that PO Logs and OOS Reports address the highest need areas for the retailer and field; work 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)
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 of experience with 3-5 years specifically in financial planning or working with stock & sales plans
- 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
- Understanding of forecasting and replenishment planning tools and systems
- 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: 240120
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.
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