Key Roles & Responsibilities

In this role, your primary responsibilities encompass a range of critical functions, each contributing to the overall success of the organization. These duties are prioritized based on their importance and your estimated time allocation for each:

1. Develops Affiliate Total Sales B&M Channel Strategy:

   • Lead the formulation of the Affiliate's total sales strategy for brick-and-mortar (B&M) channels.
   • Collaborate closely with Brands, Online, and Enterprise Marketing & Data teams to align strategies with the overall brand vision.
   • Aim for sustainable, long-term profitable growth.

2. Annual Commercial Strategy and KPI Leadership:

   • Partner with Brand, Enterprise Marketing & Data, and Online Leads to establish annual commercial strategies and targets.
   • Drive the commercial team to achieve key performance indicators (KPIs), including retail and net sales, Returns % to NS, Demo % to NS, and Discounts/Bonification, as well as CRM KPIs.

3. Sales Review and Planning:

   • Lead monthly Sales LE reviews, consensus meetings, and Integrated Business Planning (IBP) meetings in coordination with Finance, Brand, and Online Leads.

4. Retail Partner Relationship Management:

   • Cultivate collaborative and trust-based relationships with retail partners to position ELC as the preferred business partner.
   • Proactively identify major business opportunities through early engagement.

5. Joint Business Planning (JBP):

   • Lead bi-annual and quarterly JBP meetings with Retailers in close conjunction with Brand, Online, and Enterprise Marketing & Data Leads.

6. Market Insight and Trends Analysis:

   • Stay informed about market trends, commercial developments, and competitive landscape.
   • Identify distribution and commercial opportunities.

7. Commercial Team Development:

   • Provide guidance, coaching, and development to the Commercial team to ensure efficient field operations.
   • Assist in achieving monthly sell-through targets and enhancing sales force productivity.

8. Retailer Relationship Building and Management:

   • Instruct Sales Personnel in building retailer relationships for stock maintenance and partnership opportunities.
   • Collaborate with brand teams to design and implement Joint Business Plans (JBPs).
   • Negotiate with retailers to meet monthly and quarterly retail and wholesale targets.
   • Manage returns and discounts within budgetary limits.

9. Commercial Planning and Analysis:

   • Guide Commercial Planning Personnel in collaborating with Retail Operations Manager and Online Center of Excellence (COE) to provide comprehensive omni-channel sales planning analysis.
   • Track and communicate trade and promotional activity planning to Demand Planning, Customer Service, and Brand Marketing.
   • Analyze data for trends, risks, and opportunities, and provide reporting and presentations.

10. Cross-Functional Collaboration:

    • Foster collaboration among Brand teams, Commercial team, Enterprise Marketing & Data team, and Online team to ensure alignment.
    • Lead regular Commercial forums to share and leverage best practices.

11. Process Improvement:

    • Drive continuous improvement of commercial processes, aiming for excellence.
    • Ensure compliance with policies and procedures in all aspects of Commercial operations.

12. Budget Management:

    • Plan and control the Commercial department's Opex budget effectively.

13. Retail Space and Location Negotiation:

    • Negotiate with retailers for store opening and renovation to secure prime space and location for ELC representation.
    • Collaborate with the Regional Design Centre to ensure timely and budget-conscious counter and store development with a focus on sustainability.

14. Corporate Store Management:

    • Manage Company Cosmetic/Corporate stores to drive profitable retail sales.
    • Work proactively with DPIM and Customer Service to achieve targets and reduce stockholding.

Key Account Management

As part of your role, you will also have specific responsibilities related to key account management:

1. Financial Goal Achievement:

   • Achieve financial goals, delivering on net budgets while enhancing profitability through collaboration with customers/retailers and internal stakeholders.

2. Strategic Planning:

   • Develop and execute strategic plans to meet wholesale targets, keeping net shipment plans updated based on trade and promotional activity.

3. Financial Tracking:

   • Ensure timely updates of all financial trackers, including wholesale, retail, discount rebates, and returns.

4. Retailer Collaboration with Planning:

   • Oversee retailer collaboration with Wholesale Stock and Sales Inventory (WSSI) and Monthly Sales Stock Inventory (MSSI), and cascading of Open to Buy (OTB) plans to relevant brand teams.

5. Store Operations Understanding:

   • Gain a comprehensive understanding of store operations and activities for each retailer, collaborating with the field-based store team to optimize wholesale and retail results dynamically.

6. Promotional and Launch Planning:

   • Actively participate in promotional and New Product Development (NPD) launch planning processes, working collaboratively with Brand Marketing and Demand Planning teams.

7. Sales Data Analysis:

   • Continuously analyze wholesale and retail data to identify strengths and weaknesses, as well as spot trends.
   • Interpret and analyze data to formulate contingency plans for critical business issues in alignment with the Brand General Manager.

8. Store Visits and Feedback:

   • Conduct regular store visits with the Sales team to gain insights into the commercial and retail environment.
   • Solicit feedback on challenges and successes to inform future planning and best practices development.

9. Field Team Communication:

   • Effectively communicate retailer strategy and opportunities to maximize wholesale and retail sales with the field team.

High-Performance Leadership Competencies

In this role, the following High-Performance Leadership Competencies are critical for job success:

• Thinks Strategically: Takes a broad view of the business, industry, and consumer environment to anticipate and plan for the future. Identifies the focus and defines where to play, how to win, and what capabilities and management systems are required.

• Aligns and Engages the Team in the Vision: Provides clarity to each team member on their role in achieving the vision, strategy, and goals.

• Embraces and Initiates Change: Distinguishes what to preserve and what to change. Has the courage to initiate and lead the changes that drive success.

These competencies are vital for success in your position and contribute significantly to the organization's overall growth and prosperity.