A / Key Job Accountability :
Under the supervision of the GT&MT National Sales Manager, build the joint business plan with the account(s). Contribute to the commercial vision by sharing account perspective, risks and opportunities.
Build, accurately forecasts and achieve the account (s) results : turnover, market share, profit. Plan all growth drivers accordingly.
Prepare and lead the Account (s) negotiations, escalating when relevant. Build the action plan to implement the Division and channel strategy.
Ensure it execution and tracking down to store level and sell out. Suggest plan adaptation when needed.
Act as the expert of his account to feed a retailer-centric account planning process, to ensure as much alignment as possible
Builds a retailer specific development plan , and a compelling story to get retailer buying in. Build a deep customer intelligence and strong network with key stakeholders at the retailer’s.
Work closely with other departments (Supply, Catman, finance, marketing) Connect Account key stakeholder of all functions with their L’Oréal counterpart.
Ensure the consistency of L’Oréal voices when speaking to the retailer.
B / Key Job Requirements :
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 / prescriber / Salon
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
MONITORS SELL IN & SELL OUT EXCELLENCE
Forecasts business with accuracy
Drives Point of Sales field execution
Follows-up & controls
Masters brand selling scenarios
Manages BA / DA staffing & relationship