Job Guidelines
- Define a retailer/ customer strategy, in agreement with the sales department.
- Develop, monitor and manage a retailer/customer account portfolio, in accordance with division strategy and brand affairs
- Create an annual business plan taking into account the growth levers to achieve objectives (sell-in, sell-out, market share) and brand profitability within the account.
- Lead or participate in annual negotiations, working closely with other account partners. Establish a partnership and a solid relationship with the account.
- Establish and implement the plan, including trade/events/merchandising/training. Measure the return on investment of actions and events. Take responsibility for the development of the account, including e-retail.
- Drive the performance of the retailer account (P&L). Manage trade agreements, contracts and invoices associated with the brand. Prepare and lead retailer brand strategy meetings.
- Establish an annual development plan, including trade/training/and event activities. Monitor the profitability of actions and events. Support the development of the retail chain, including e-retail.
- Coordinate and "coach" all representatives of the retail chain. Exercise influence in the field.
Professional & Technical Competencies
MASTERS COMMERCE FUNDAMENTALS
- Activates Business Drivers
- Pursues turnover and profit optimization
- Stays up to date with market, consumers& competitors
- Builds on categories Shopper insight
DEVELOPS CUSTOMER CENTRIC BUSINESS
- Collects and connects comprehensive knowledge about the retailer
- Influences the retailer/prescriber/Salon
- Builds retailers development plans
- Manages intermediate agent relationships
- Adapts brand distribution strategy
- Collaborates across functions
BUILDS SELLING PROPOSITION & NEGOTIATE
- Builds Selling story
- Sets negotiation priorities
- Conducts Win-Win negotiation
- Ensures compliance
