Estée Lauder Companies

Short Description

The National Account Manager for Le Labo, By Killian & Frederic Malle is responsible for managing key retailer accounts across both online and offline channels. This role involves achieving retail, net sales, and operating profit sales goals by developing and executing the brand’s strategic plans. As the main interface between the brand and

retailer partner store groups, you will drive sales performance, negotiate terms, and ensure seamless customer journeys across all touchpoints, both digital and physical.

KILIAN is a fragrance brand created by Kilian Hennessy. When launching his brand, Kilian’s goal was to put perfumery back on its pedestal and return it to its former glory, the way perfumery existed in the late 19th and early 20th centuries. While maintaining this sense of eternity, it was also very important for Kilian to add a contemporary twist. Kilian Hennessy’s brand reflects his personality and achieves a perfect alliance between elegance and uncompromising luxury.

Founded in 2006, Le Labo is a New York–based perfume house that has become iconic for its collection of handmade perfumes and home scents available in a limited number of stores and labs around the world. Le Labo composes with some of the world's most creative and talented perfumers and uses only the highest quality raw ingredients.

Frédéric Malle introduced Editions de Parfums in 2000, as a completely original concept whereby the world’s greatest noses composed exclusive, creative fragrances that would be sold under their creators' names. In an era in which most companies attach more importance to brand names, Malle brings the attention back to the product itself: perfume.

Description

Strategic Planning

• Set and manage retail and net sales targets for both online and offline channels, aligned with brand goals.
• Develop and execute differentiated marketing plans to achieve key performance indicators (KPIs) for each retailer.
• Create joint business plans with retailers to gain market share and promote key products.
• Assess risks and opportunities monthly, weekly, and annually, and recommend corresponding actions.

Account Management & Negotiations

• Lead negotiations with retailer teams on all trade and marketing initiatives to meet sales targets.
• Manage stock allocations for new product development, key retail moments (e.g., Christmas), and ensure e-retail sites are up to date with the right content and banners.
• Ensure that retailer websites are regularly updated and in compliance with brand guidelines.
• Collaborate with Sales and Commercial Directors for floor plan negotiations, corporate projects, and terms discussions.

Data, Insights & Analysis

• Use internal and retailer data to drive strategic decisions.
• Provide key sales data and insights to stakeholders, monitoring brand performance against targets.
• Manage P&L for respective accounts, recommending actions to achieve fiscal year goals.
• Regularly review business performance and analyse profitability of retail activities and doors.

Collaboration & Communication

• Work closely with internal teams (marketing, social, and operations) to develop bespoke retailer trade marketing plans.
• Regularly liaise with Finance to maintain accurate records and ensure performance aligns with budget.
• Build strong relationships with key retailer contacts and act as a brand ambassador, ensuring the brand is a priority in retailer planning.

Promotions & Merchandising

• Oversee the execution of promotional activities and merchandising strategies to maximise sales.
• Conduct weekly site walks and monthly store visits to monitor execution and raise issues where necessary.
• Create and manage activity calendars, ensuring timely and effective execution of retailer promotions.

Qualifications

• Extensive experience in National Account Management, including P&L responsibility.
• Proven ability to collaborate across multiple functions and manage key retail relationships.
• Strong organisational skills with the ability to manage competing priorities and work under pressure.
• Exceptional communication, negotiation, and change management skills.
• Strong analytical abilities, with a keen understanding of data analysis, forecasting, and strategy development.
• Advanced proficiency in Microsoft Excel, Word, and PowerPoint.
• Experience in luxury retail, cosmetics, or a similar industry.
• Knowledge of both digital and physical retail operations and best practices.
• A strategic thinker with the ability to influence and build brand partnerships.