Director, Key Accounts (Remote)

Your Dreams, Our Future.

 

Join the dynamic and diverse team at Shiseido Americas, a subsidiary of the world-renowned Shiseido Company Limited. Be a part of a portfolio of prestige beauty brands which includes Clé de Peau Beauté, Drunk Elephant, Dr. Dennis Gross Skincare, NARS, SHISEIDO and several prestige fragrance brands including Issey Miyake, Narciso Rodriguez and Tory Burch. At Shiseido Americas we value and celebrate human diversity, with a rich tapestry of employees from all backgrounds and experiences.

 

Headquartered in New York City with US offices and facilities located in New Jersey, Ohio, Texas and Florida, Shiseido Americas employs over 2,000 individuals in the US, Canada, and Latin America. Shiseido Americas is a hub of talent and innovation. Be inspired by the array of skills, knowledge, and integrity of your colleagues, and join our driving force as Shiseido continues its pursuit of beauty innovations for a better world.

 

At Shiseido Americas, we focus on our people. We strive to foster a collaborative workplace culture where creative thinking, inclusivity and unique diverse perspectives are celebrated in order to drive success for both our employees and the company as a whole. By prioritizing our team and promoting an open-minded environment, we push the boundaries of what's possible and bring new ideas to life.

 

JOB SUMMARY

The Director, Key Accounts, is responsible for leading the strategic direction, revenue growth and management of the company’s most critical clients.  This role oversees the development of a team of Account Managers with a focus on process improvement. The Director, Key Accounts, will lead the planning strategy including delivering on gross to net shipment plans, and meeting all budget objectives. The Director drives business expansion by identifying new opportunities within existing accounts and aligning client needs with the company’s objectives.

 

WHAT YOU WILL DO 

Leadership and Team Development

• You will lead and mentor the Account Management team with a focus on high performance, accuracy and profitability.
• You will resolve high-level operational and logistical challenges, aiding in implementing best practices for seamless execution.
• You will drive process improvements to enhance the efficiency and effectiveness of wholesale operations.
• You will collaborate cross-functionally with internal stakeholders to drive alignment on key wholesale initiatives.

Account Management

• You will develop and execute comprehensive wholesale strategies aligned with the company growth objectives.

• You will build, lead and nurture highly productive relationships with our retail partners; achieve our mutually agreed upon business objectives to drive long-term brand success.
• You will identify and pursue new wholesale opportunities to expand and grow market share.
• You will identify and distort strengths of each retailer for growth. Be a subject matter expert on assigned retailers while staying true to brand DNA.

 

Sales and Revenue Growth

• You will own and drive wholesale targets for respective accounts, ensuring consistent revenue growth and market expansion.

• You will negotiate stock and sales plans within designated retail accounts, in addition to reporting retail and net sales assessments, forecasts, and budget planning. Responsible for delivery of gross to net shipments.
• You will build bottoms up retail and net plans in partnership with Account Manager and Planner. Analyze and understand R&O.

• You will be in consistent communication with the Executive Team on gross shipment status.
• You will be accountable for ensuring management and reduction of excess and obsolete inventory in respective accounts.
• You will analyze and manage WOS for designated accounts. Provide direction to ensure optimal management of inventory levels. Review monthly account performance metrics to ensure optimization of trade inventory.
• You will maintain the retailer promotional calendar for designated accounts. Drive activities for respective accounts to promote retail sales and shipment revenue.

 

Analysis and Strategy

• You will u