Executive Director, Key Accounts, U.S. Sales (Drunk Elephant)

Date:  Jun 23, 2022
Location:  n/a
Company:  Shiseido
Country/Region:  US
Custom Field 4:  Employee (Permanent)
Company:  Shiseido

Job Summary:

The Executive Director, Key Accounts, US Sales is the sell-in lead for Sephora and Ulta accounts in the US market and is responsible for forecasting sales and maintaining budget targets. The key responsibilities will be to develop and execute, in partnership with Marketing, a winning strategy and strong, aggressive marketing plans to improve brand presence and gain market share, with a focus on building brand at new retailers. The position will collaborate with various department heads (Training & Education, Social, Marketing) and the Executive Director of Field Sales to ensure all teams are consistently aligned and engaged. The ED will develop and foster strong relationships at all levels with the retailers. The position manages and is accountable for each account P&L. This position will have one direct report, Key Account Executive.


Primary Duties & Responsibilities:

  • Develop innovative retail sales strategy to align with overall marketing strategy and sales objectives given by the SVP, US.
  • Negotiate stock and sales plans with designated retail accounts, building bottoms up retail and net plans to ensure forecast accuracy, maximizing retail sales, increase net shipments, and reduce liability of unproductive inventory.
  • Lead, develop, and maintain highly productive relationships with key retail partners to achieve mutually agreed upon business objectives.
  • Partner with Sales Development and Finance teams to report retail and net sales assessments, forecasts, and budget planning, and analyze and manage WOS.
  • Communicate with Executive Team on retail and gross shipment status, regularly providing high level business commentary.
  • Assess and recommend ongoing distribution strategy including new doors and store closures that support profit and productivity expectations.
  • Liaise with Key Account Executive and ED of Field Sales to report regularly on the complete retail and net sales performance of the US market to the SVP, US Sales.
  • Understand key trends in the marketplace, with a strong understanding of the consumer decision journey, to identify growth opportunities and new ideas to test to win at each retailer.
  • Lead and manage by giving clear goals and feedback to achieve retail sales plans and foster a culture of accountability.
  • Maintain co-op budget and select in-store visual opportunities to promote brand based on established animation priorities for key accounts.
  • Partner with Forecasting, Marketing and Sales teams to align on product demand projections that support retailer’s business objectives and brand inventory targets.
  • Collaborate with cross-functional partners, including Marketing, Finance, Digital Media, Creative, and Operations teams.


Working Relationships/Key Stakeholders:

  • Work closely with SVP, US sales to review forecasts.
  • Partner with Finance to review budget achievement to inform future decision making.
  • Provide monthly forecast updates to Demand Plan team and call out any new intel impacting projections.
  • Partner with Executive Director, Field Sales to share and receive account specific updates.
  • Work closely with Customer Service and Sales Operations to ensure inventory is available, orders are received, processed and shipped within the designated window.
  • Collaborate with Marketing team to identify and quantify growth driving initiatives.


Financial Accountability

  • Responsible for achievement of all gross, net, and retail sales plans across each category, with a focus on forecast accuracy.
  • Provide up to date net shipments weekly to Executive and Finance teams.


Qualifications & Competencies:

  • Bachelor’s degree in Business or related field is preferred.
  • 5-7 years of retail executive sales experience.
  • A passionate, energetic team-oriented individual with strong leadership skills, high emotional intelligence, competitive, analytical, interpersonal, creative minded.
  • Passion for beauty and people development.
  • A strong sense of urgency and ability to prioritize, while responding in a fast paced, ever-changing environment.
  • Strong oral, written, communication and presentation skills.
  • Ability to manage details and multi-task projects.
  • Knowledge of competitive marketplace and e-commerce best practices.
  • Ability to work independently and utilize sound judgment.
  • Expertise required in MS Word, Excel, PowerPoint.


Shiseido is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender identity, religion, sex, age, national origin, disability, veteran status, sexual orientation, genetic information or any other classification protected by Federal, State or Local law

Nearest Major Market: Utica

Job Segment: Retail Sales, Field Sales, Sales Management, Account Executive, Sales Operations, Retail, Sales