Manager - Customer Development

L'Oreal   •  

Berkeley Heights, NJ

Industry: Retail & Consumer Goods


5 - 7 years

Posted 58 days ago

This job is no longer available.


This is a critical role accountable for creating and leading the vision, strategy & evolving business needs of assigned national accounts. The company will look to this role to continually define the "value" proposition ACD brings to its retail partners. This position is responsible for achieving sales budgets, market share / profit objectives and advancing strategic partnerships through acceptable account management practices to include planning, coordinating, and executing divisional sales & growth strategies.


¨ Achieve / exceed sales goals, manage all aspects of customer P&L (in terms of trade spend, returns, structural allowances and merchandising/capital expenditures) and continually raise performance standards for the team

¨ Provide leadership to team ensuring the company's strategies, policies, and sales tactics are understood and implemented

¨ Develop & execute collaborative business development plans to achieve division, brand and customer business objectives

¨ Leads and coordinates the efforts of Category Development, Customer Marketing, Business Analyst, Credit, Customer Service, Field Sales & Training Team, Logistics and Distribution to ensure division-marketing plans are implemented

¨ Builds and submit accurate sales forecasts including basic, promotional, display volume, returns, and markdown expenses

¨ Champion the needs of the business unit, align with brand stakeholders on business needs and communicate subsequent impact of budgetary decisions and manage trade spend budgets within stated allocation

¨ Develops and maintains high visibility and influence with accounts' key decision makers and decision influencers to advance business opportunities within account

¨ Utilizes all Sales and Marketing data as well as syndicated data such as Nielsen and Consumer Research to achieve brand strategies as it relates to pricing, promotion, distribution and space management

¨ Provides accurate and timely crucial market, trade and competitive information to Sales management

¨ Execute strategies in line with corporate direction. Ensure brand equity and corporate strategy is implemented in all communications and planning initiatives

(Accountabilities are general and may vary according to the scope of the business and the divisional requirements)


Business Acumen: in depth knowledge of business objectives, category, retail dynamics, competitors, market trends and consumers

Data Analysis: Evaluates data to assess business implication and make sound recommendations

Financial Knowledge: working knowledge of Financial P&L management and Trade Math

Creative: Ability to stimulate collaboration internally and externally to develop creative solutions to complex problems

Conflict Management: Work with accounts and internal teams to achieve sometimes conflicting or controversial objectives.

Project and Time Management Skills: able to manage multiple projects and able to refocus priorities as the business dictates

Problem Solving: Requires innovative and critical thinking in originating new and improved methods, procedures, or processes. Responsible for contributing insights on account development in collaboration with Marketing, Customer Marketing, Finance, and Sales Administration.


¨ Bachelors Degree

¨ 7 - 10 years experience in sales management in the consumer products industry. Experience to include both internal and account management experience

¨ Able to travel +50% of time


¨ Initiative & Achievement Orientation

¨ Analytical Thinking

¨ Critical Thinking

¨ Relationship Building

¨ Impact & Influence

¨ Customer Focused

¨ Interpersonal Understanding


¨ Decision Making & Problem Solving Skills

¨ Facilitation Skills

¨ Effective Business Communication

¨ Training & Development Skills

¨ Persuasive Presentation Skills

¨ Interpersonal Communication Skill

¨ Industry Knowledge

¨ Project Management

¨ Process Management

¨ PC Skills: Excel, Word, PowerPoint

L'Oreal Competencies

¨ Demonstrates Entrepreneurship: Takes initiative, focuses on customers, improves performance, and develops a vision

¨ Innovates: Shows curiosity, imagines creative solutions, promotes team creativity

¨ Achieves Results with Integrity: Conveys energy, focuses on results, acts with integrity

¨ Manages Complexity: Reasons from multiple perspectives and makes decisions

Interacts Effectively: Listens and communicates effectively and actively networks