Address
Form of workWhen Anita Roddick founded The Body Shop in 1976, she had a vision. Business as a force for good – that’s us. Over 40 years later, we’re proud to be pioneering cruelty-free beauty every step of the way. We’re the original ethical beauty brand. We’ve got a thing for empowering people and enriching our planet. We’re all about keeping it real, in every way possible. Our activist roots remain a huge part of everything we do, from our iconic window posters to our vegetarian products to our infamous campaigns. We’re never afraid to stand up and speak the truth. We like to do things a little differently around here.
The Body Shop is committed to generating positive economic, social and environmental impact. We’re fighting for what we believe in now more than ever. No holding back. Breaking the mould has always come naturally to us, and we need someone who’s not afraid to mix things up.
Mission of Role: The WS Key Account Manager, NA is responsible profitably growing and proactively managing The Body Shop’s (TBS) key wholesale customers. This includes existing customers - Ulta Beauty & Military as well as new accounts as they come on board. The WS KAM NA is responsible to work directly with Key Accounts to develop and deliver short- and long-term business plans that deliver on TBS’s specific commercial and brand targets ultimately delivering sales volumes in line with TBS targets/budgets and pre-agreed investment levels. The salary range for this role is between $100-$125K.
Key Activities:
Strategic planning
• With the support of the AVP Wholesale, build, articulate and implement strategy for long term growth for each Key account.
• Deliver strategy in Key Account joint business plan that is reviewed annually internally and with Key account stakeholders.
Sales delivery
• Deliver the budgeted sales for the Wholesale channels managed in a way aligned with TBS’s brand and business goals.
• Closely monitor both sell-in (Orderwrite) and sell-out of TBS products to ensure growth is sustainable and long term.
• Provide visibility of sales trends (Vs previous periods, across customer portfolio, product level and competitor level) and provide accurate trend analysis to align TBS financial expectations with market realties and mitigate budgeting risks.
• Plan the sales demand and work closely with supply chain to forecast customer volumes for core products and NPD’s, and secure inventory for supporting the business needs in line with global and regional market plans. Manage the customer’s inventory levels to ensure minimum risk to out of stocks.
Account management
• Build string working relationships with Key accounts and facilitate cross organizational relationships to ensure Key Accounts have the correct interfaces within TBS NA to deliver required results.
• Conduct effective customer negotiations of portfolio, cost prices, promotional calendars, investment levels, and trading terms including all contractual agreements.
• Develop a strong collaborative business planning with the customer in line with strategy of both organizations and manage day-to-day contact and regular account field visits both to customer’s offices and sales locations. Approximately 20% - 30% of the time will require travelling for meetings as well as market visits.
• Work closely with the immediate wholesale team and lead the WS Junior Account Executive to deliver excellent store execution through well planogramed store fixtures, performing assortments & quality brand representation. Work with customers to maximize the TBS brands’ space opportunity.
• Maintain a routine, disciplined and hands on approach to being physically present within customers business and helping to build grass level relationships (store manager/assistant manager level).
• Overall responsibility for admin related to Key Accounts, working proactively with Jnr Account exec, and WS ops coordinator to limit impact of admin on revenue generating activities.
Market Insights
• Regular analysis of competitor activity, customer sales data, measurement and evaluation of key promotional activities, and development of key global and regional reports with recommendations on how to deliver business growth with the customer.
New Business
• Support the growth of TBS within WS channel. This growth may come from existing customers or new business, new geographical expansion, addition of new product categories or other unlisted opportunities.
Teamwork
• Proactively participate in building WS infrastructure for TBS NA to ensure channels needs are met by internal partners.
• Work as an ambassador with internal partners (regional and global) to keep WS visible in the greater organization.
Other Responsibilities
• Develop and coach Account Executive to deliver excellently against their Roles and responsibility.
• Wholesale channel knowledge transfer to rest of business
• Travel required as when needed, estimated at travel 60/ office 40 split.
Competencies
• Highly organized/detail oriented, strong communicator with the ability to multi-task and prioritize in a fast-paced environment
• Positive, committed attitude
• Strong aptitude for learning quickly and taking on new challenges
• Embraces both big picture objectives and follows through on details
• Self-starter who proactively suggests solutions
• Ability to analyze, summarize, and effectively present data
• Excellent interpersonal skills with persuasive and assertive approach
• Must be flexible, work well independently, and have a team-oriented approach
Experience
• 10+ years in a similar role within N. America, experience in Beauty preferred
• Working relationship with accounts such as Ulta Beauty, Sephora & other key beauty channels
• Proven ability to deliver on sales targets and build relationships
Tools & Technology Proficiency
• Strong knowledge in Microsoft Excel
• Strong presentation skills using PowerPoint
