Travel Retail, Area Manager, North America - L'Occitane En Provence

Miami, FL 33138

About the Job

JOB SUMMARY:
The Key Account Manager leads the sales for a portfolio of brands in Travel Retail. The individual will provide operational support to the Regional Director Americas in driving business with Top Retailers by collaborating with all internal departments involved: Retail managers, Customer Service, Marketing, Demand Planning.

JOB RESPONSIBILITIES:

Sales and Profit Management
- Be the key daily contact of a pool of Retailers in the area (for example, DFS, DFA, ISI, 3Sixty, AerRianta, Distributors, etc ….)
- Define the financial targets (Net Sales, A&P, Capex investments, …) per client.
- Monitor monthly achievement of these targets.
- Drive Airlines and Cruises operators defining specific strategy, forecast and implementation
- Work with TR Regional Director to conduct quarterly business reviews of set objectives, A&P vs budget, analyzing results and identifying acceleration plan
- Drive TR strategy through analyzing sell-out and sell-in, identifying needs, threats, and opportunities.
- Analyze, adjust and approve Sell-in orders
- Build, develop and motivate highly performing sell-out teams (internal & external) in partnership with the Retail Managers of the area.
Business Analysis and Reporting
- Account data files: prepare and submit all the necessary files for assortment, novelty introduction, FIFO management, pricing implementation, product information.
- Pricing: support Regional Director in the pricing process, communicate Price Lists to the retailers, generate all templates needed
- Work on initial implementation orders for the new brands and replenishment accuracy
- Provide forecast for Newness and FIFOs and deliver appropriate follow-up
- Follow invoicing of costs on rentals (permanent & promo), decoration, and all animation related costs…
Trade Marketing
- Negotiate and implement Travel Retail marketing and animation plan according to guidelines and strategy.
- Secure success of the annual animation plan working closely with Retail Managers and Marketing
- In collaboration with the Marketing team:
  - check the profitability of the marketing actions implemented.
  - Forecast collateral needs for each account for in-store promotions and coordinate timely delivery;
  - Forecast novelties based on historical product sales and Marketing guidelines;
  - Monitor GWP budget

KEY PERFORMANCE INDICATORS:

Sell-In and Sell-Out targets on the perimeter and brand scopes (market share improvement)
Expansion/number of new doors
Capex
Timeliness of customer data support
Consistency in animation plan execution and follow up

REQUIREMENTS:
EDUCATION: