National Account Manager

PositionDEPARTMENT: CommercialLOCATION: Kensington, LondonREPORTS TO: Senior Commercial ManagerPURPOSE OF THE ROLEManage a selected group of retailers for Dior perfumes and cosmetics under the supervision of the Senior Commercial Manager, developing partnerships, building and delivering joint plans to increase market share and profit, and enhance Dior’s brand image.Job ResponsabilitiesMAIN RESPONSIBILITIESSTRATEGIC DIRECTION. Support the Senior Commercial Manager in developing a 3-year vision and strategy for selected retailers. Review progress annually to ensure delivery is on track, and recommend changes as appropriate.KPIs:3-year vision and strategy in place for each retailerANNUAL PLANNING. Recommend annual budgets and plans to meet the objectives of the 3-year strategy. Support Senior Commercial Manager in negotiating commercial terms and retail tactics (eg. trade marketing plan, distribution, staffing) to support annual budgets.KPIs: Annual budget/plan in place for each retailer. Appropriate investment secured, both internally and externallyTRADING. Compile and monitor trading results (retail, gross sales, net sales, stock, returns, DSO) on a monthly and quarterly basis to ensure performance is on track. Develop and deliver proposals to enhance performance ‘in flight’, negotiating additional support as needed. Work with other functions to ensure all retail opportunities are maximised.KPIs: Achievement of financial targets: retail sales, gross sales, net sales, DSO, stock coverP&L MANAGEMENT. Drive the enhancement of the P&L for selected retailers, in line with the 3-year strategy. Review spend against budget (eg. staffing, capex) on a quarterly basis, addressing over/under-spends as appropriate to achieve profit targets.KPIs: Achievement of financial targets: operating profitINVENTORY MANAGEMENT. Work with Operations team to forecast quantities for new launches. Present each journey to retailers to secure appropriate sell-in for new launches. Review retail sales, sell-in and cover with each retailer on a monthly basis to optimise stocks and assortment, flagging issues with Senior Commercial Manager as required. Work with retailers to resolve out-of-stock issues as quickly as possible. Authorise RGAs as required, and ensure RGA log is accurate and up to date.KPIs: Achievement of financial targets: returns, forecasting accuracy. No out-of-stocks during new product launches.ACCOUNT MANAGEMENT. Work with Finance team to monitor payments and overdue accounts, escalating issues to Senior Commercial Manager if required. Act as primary contact for all communications with selected retailers.KPIs: Clear engagement plan in place for each retailer. Strong relationships built with retailersPROJECTS. Lead key projects/initiatives to drive business performance, coordinating activity across retailers and functions as required.KPIs: Successful delivery of projects on time and on budgetProfilePERSONAL PROFILE3+ years’ experience in luxury goods, cosmetics or retailStrong background in make-up, with demonstrable commercial success in the categoryGraduate level educationSound understanding of and appreciation for the luxury goods industryPersonal affinity with the Dior brand and productsCompetent in usage of MS Excel, PowerPoint and OutlookAmbitious, entrepreneurial, and brave in pursuit of commercial growth, especially within make-upPassionate about spotting and reacting to beauty trends to drive sell-in and sell-out (SISO)Strong understanding of the beauty consumer and their evolving behavioursKEY COMPETENCIESNegotiation: Uses both hard and soft negotiation techniques to secure win-win results; is able to adapt approach quickly in order to secure better resultsInfluencing & stakeholder management: Adapts personal style to influence others better; builds consensus and secures support through a broad range of techniquesAnalytical skills: Compiles and interprets financial, market and category data; translates insights into actionable plansCommercial Creativity: Brings fresh ideas to drive make-up category performance through compelling trade plans, activations and innovationsDigital Fluency: Builds integrated plans that include digital campaigns, influencer partnerships and events to amplify retail impactOperational Excellence: Accurately forecasts and manages stock, with a focus on inventory optimisation and launch readinessAdditional InformationWHAT WE’RE LOOKING FORWe are seeking an entrepreneurial and commercially savvy individual, ideally with a strong background in make-up, who is driven to identify opportunities and push boundaries. The ideal candidate is confident, trend-aware, and passionate about beauty consumers, with a knack for creating disruptive plans across digital, influencer, and event channels. They should be as comfortable building retailer relationships as they are with forecasting stock and driving sell-through.ContractPermanent JobExperienceMinimum 3 yearsTypeFull TimeFunctionSales