National Account Controller - NARS
MISSION
As the National Account Controller (NAC) for the NARS brand within Shiseido, you will play a critical role as a leader and decision-maker within the sales team and as a key influencer in driving business success. You will be accountable for developing and executing strategic plans, fostering a positive team culture, and establishing strong relationships with key accounts to deliver sales and profit targets.
ORGANISATION
Reports to: Commercial Director
Job Location: London
Contract type: Permanent
MAIN RESPONSIBILITIES
* Lead an account team to achieve sales and profit targets for NARS brand in designated accounts.
* Co-develop the strategic direction for Shiseido in partnership with Commercial Director and the NARS General Manager.
* Provide sales input in the annual NARS business planning process.
* Meet business targets for sales and profit with effective account management.
* Manage account trade spend according to agreed standards.
* Deliver Retailer Joint Business Plans (JBP) and track ongoing performance, proposing contingencies as needed.
* Responsible for rolling-up monthly forecast with his/her team for the Channel to deliver annual target and agreed phasing and finding solutions when there are gaps.
* Actively involved on the Cost to Serve P&L of key clients together as support to Commercial Director.
* Implement commercial terms and promotional plans to meet brand and sales objectives working closely with the Activation Team and to ensure we win the 4 week battle.
* Maintain successful senior relationships and facilitate broader contact strategy within our retailers.
* Manage account service levels and inventory to meet targets and standards ensuring accurate financial and volume forecasting for accounts.
* Present timely and accurate account performance to the wider business alongside information and insights to inform commercial plans.
* Provide weekly updates to the Commercial Director and NARS General Manager on volume and retail sales performance.
* Participate in cross-functional business planning processes within Shiseido.
* Collaborate with the Commercial Director to cultivate a positive, professional, and respected culture within the sales team.
* Support the Commercial Director in driving team success and development.
EXPERIENCE REQUIRED
* Proven senior sales management experience (e.g. Head of Sales or extensive Senior NAM experience) delivering outstanding results in a retail environment.
* Experience in retail sales management within the National Account sector of the cosmetics industry.
* Proven track record of managing wholesale sales in both Bricks & Mortar and Pure Player environments.
* Strong verbal and written communication abilities, including facilitation and presentations.
* Ability to build and sustain strong relationships at various levels both internally and externally.
* Proficiency in conveying complex topics to diverse audiences and adapting communication style suitably.
* Demonstrated capacity to persuade and influence actions.
* Excellent line management skills, including coaching and developing direct reports.
* Confidence to deputise for the Commercial Director when necessary.
* Skilled in team building and cross-functional collaboration.
* Numeric and financial acumen for trade support budget management and revenue maximization.
* Strong negotiation skills and market dynamics understanding.
* Successful track record in strategic and tactical sales activities management.
* Capability to solve complex business issues with creative solutions.
* In-depth understanding of Health & Beauty sector and retailing trend.
* Alignment with the group's « Trust8 » working principles: Think Big, Take Risks, Hands on, Collaborate, Be Open, Act with Integrity, Be Accountable, Applaud Success.
THE BENEFITS YOU'LL LOVE
* 26 days holiday + bank holidays + your birthday day off.
* Holiday buy - up to 5 days.
* Day off when you get married or move house.
* Generous contributory pension scheme - match up to 8%.
* Annual performance related bonus.
* Private medical insurance with Vitality.
* Enhanced parental allowance.
* Generous product allocation & discount.
* Life Assurance up to x4 your salary.
* Flexible Friday finish.
* Flexible & hybrid working.
* Wellbeing programmes.
* Annual performance and development reviews so you know your career is going in the right direction.
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