Manager - Key Account
L'OREAL USA - Atlanta, GA

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The Key Account Manager facilitates the management of key Soft Sheen-Carson customers, utilizing and managing business processes by:
  • Gathering customer information and conducting a needs assessment - required to make decisions. This will include, planning, developing and influencing strategies to support and develop account proposals (Critical Thinking)
  • Using decision criteria and measurements used by customers for decision making (Analytical Thinking)
  • Working with cross-functional teams in formal and informal environments to analyze, plan, influence, and implement decisions with our customers (Resource Utilization)
  • Provides a brand focus with assigned customers to ensure Soft Sheen-Carson brands are aligned with the account and market - in the areas of the 4-p's (price, promotion, placement and plan-o-gram).
  • Develop and build relations to improve communication and the implementation of mutually beneficial goals (Account Focus)

Account Business Management:
  • Manages the OTC Account Business Processes - and where applicable, manage the Distributor Business Process: To include
 Plans account business
 Presents account business plans
 Continuously follows-up to ensure brand objective and 4 P's are achieved with account(s)
 Monitors and evaluates results

 Works with other functions to manage account's business (e.g. Category Management, Account Specific, Customer Marketing, etc.)

  • Achieves division sales goals and objectives within the accounts and controls returns
  • Analyzes account business on a daily basis monitoring shipments and returns while utilizing strategic thinking to solve problems and capitalize on business opportunities
  • Utilizes all available resources to help forecast business (Industry and account information, sales reports, etc.)
  • Plans, organizes, and delivers presentations that demonstrate comprehensive knowledge, utilize up-to-date materials, supporting visuals and leave behinds, and meet established guidelines
  • Facilitates account meetings and demonstrates interpersonal skills during the meeting, while maintaining flexibility and adaptability of the customer's position, level and needs
  • Manages trade funds within approved budget by brand and implements adjustments based on division objectives
  • Sells in promotions/prepacks/displays to support national events
  • Uses account systems to maintain inventories; minimizes out of stocks
  • Secures planograms where applicable and evaluates promotions using Fact Based Selling tools
  • Places new products within designated timeframes
  • Enforces pricing guidelines and completes pricing surveys
  • Schedules and coordinates account merchandising activities/cabinetry updates, utilizing the appropriate manpower channels
  • Actively seeks information and utilizes the internal support teams to achieve sales goals
  • Develops and maintains high visibility with major customers, buyers, key decision-makers and decision-influencers; leverages the power of Soft Sheen-Carson's market position against competitive threats to achieve business opportunities at retail
 Communicates crucial market, trade and competitive information to Soft Sheen - Carson
 Defines the problem, decision or opportunity
 Provides perspective on implications to Soft Sheen-Carson's business

  • Proposes alternatives and rational for potential solutions and actions steps
  • Provides written direction to the field or distributor on account procedures and all distribution, stock, planogram, price, promotion initiatives in all accounts with retail support
  • If applicable, holds distributor accountable for the achievement of distribution, planogram, pricing, promotion objectives, agreed upon sales goals, and return goals as discussed with assigned Regional Manager or FSVP
  • Conducts market/store audits and communicates with Regional Sales Manager and/or FSVP on the reported market/store conditions; if applicable holds distributor accountable for Soft Sheen-Carson retail market conditions
  • Analyzes and prepares annual strategic business planning for accounts
  • Manages administrative duties by:
 Completing reports on time
 Planning, organizing, and meeting deadlines on assigned activities; proficient with scheduling time using Microsoft Office

  • Manages communication by:
 Checking and responding to voice mails, emails, and phone messages within the timeframes established by the division and/or FSVP
 Following established guidelines for written communication

Education & Experience:
  • Bachelor's degree required
  • Prior experience:
 Territory Manager
 Industry Experience
 Retail knowledge
 Budgetary responsibilities

  • Able to travel overnight and visit various market areas (ranging from 40% to 75%) varies by account and area of responsibility
  • Proficient in Microsoft: Excel, PowerPoint, and Word
  • Willing to relocate for future potential advancement opportunities
  • Possesses a valid driver's license and safe driving record

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