Vice President, Account Management, Macy's

11 - 15 years experience  •  Market Research

Salary depends on experience
Posted on 11/22/17
11 - 15 years experience
Market Research
Salary depends on experience
Posted on 11/22/17

Brand’s main point of contact for a retailer who manages overall relationship, primarily focusing on the strategic vision for the 18month-3 year timeline. Works closely with Macy’s Secondary Account Lead to ensure vision and daily/monthly execution is efficient, correct and optimized for results. Leads the long-term planning of basic, launch, GWP/promo, sets, holiday and long-term category/marketing strategy. Delivers sustainable growth plan for brand in account, determining where to play, how to win, and white space. Astute business manager with strong relationship building skills and an understanding of strategic programming to drive the business long-term.

PRIMARY EVALUATION METRICS: Retailsales, gross shipments, returns, total P&L (demo, co-op, freelance, promo, GWP, sets, capex, etc.)

KEY ROLES AND RESPONSIBILITIES:

Relationship Management

  • Owns and manages the retailer relationship to sustainably drive retailsales

  • Works collaboratively with the retailer to plan out brand strategy and ensure that financial and time resources are allocated to the priority items that will drive sales

  • Develop a meeting cadence and schedule to plan seasons / retailyear in advance, facilitating retailer input into brand strategy

Strategic responsibilities

  • Deep understanding of retailer and local market nuances to help set overall account strategy that guides category priorities, marketing campaigns, assortment, merchandising, promos/GWP/sets, events and all other parts of the business

  • Provides guidance to Secondary Account Lead to develop full seasonal calendar of tailored activities for retailer and retailer.com, leveraging overall brand category and marketing objectives and ensuring correct coordination and resource allocation between B&M and .com

  • Provides guidance/feedback to Secondary Account Lead on seasonal stock & sales plans negotiations

  • Coordinates closely with KAMs to ensure ELC portfolio is being leveraged with retailer

Retailer Seasonal Plans

  • Provide feedback to Marketing on Brand Category Strategy

  • Provides guidance to Secondary Account Lead that works with Planner to develop Seasonal Account plans:

  • Gift and Launch/holiday/sets/PWP strategy and Account level quantities

  • Door closings / openings estimates

  • Review door-level daily sales goals for year and GWP period, providing feedback to Secondary Account Lead

Marketingresponsibilities

  • Works with retailer to ensure seasonal/long-term planning provides strong visual presence in store, in local market and on retailer.com (e.g., outposts, out-of-home ads, merchandising)

  • Oversees overall retailer budget to ensure the correct allocation of marketing spend (in store, co-op, digital/social, etc.); provides guidance for how spend should support events, promos and other brand activities

  • Provides guidance to Secondary Account Lead on marketing, assortment, stock levels, sampling, sets, exclusives and gifts tailored to retailers’ customers; ensures that spend and priorities reflect long-term brand strategy in account

Business Responsibilities

  • Owns Account P&L and determines high-level spend to maximize ROI and sales; held to seasonal targets (retailsales, net sales, demo, co-op, freelance, promo, GWP, sets, capex) and shapes the execution of these items at the retailer

  • Primary owner of capex spend; works closely with retail and finance teams to project manage execution

  • Negotiates overall demo (including freelance) investment with retailer and monitors productivity / effectiveness (e.g., hour utilization, open positions) monthly and communicates to field; sets total investment for field to allocate and execute by door

  • Reviews door profiles w/input from planner and the field; works with Head of A&SP to determine door level allocations

  • With finance, reviews door P&Ls seasonally (prep’d by finance) to analyze outliers/ensure more profitable & productive doors

Annual Budgets/LRP

 Supports Secondary Account Lead on the 3-year LRP and Annual budget process through guiding development of the following:

o Brand estimates for door closings and openings

o Account level Retail, Gross Shipments, returns and otherfinancial estimates for total brand with Account Management, Finance, GM and Marketing

 Partners with Finance, Marketing, Head of Account Management and GM to increase profitable sell through

Structure

  • Organized by account/channel based on account priority

  • Is strongly connected to both the Account and the NY office

  • Focuses 70% of time on long-term planning (18months -3 years out), 20% of time in seasonal planning (6-18months) and 10% of time on execution (less than 6 months)

  • Focuses 80% of time on priority doors

  • Empowered to make decisions

Qualifications

  • 15years of relevant work experience

  • Strong relationship builder; strong interpersonal and communication skills

  • Strong leader and manager of people

  • Extensive business experience (i.e., P&L management, main drivers of business, savvy with standard business analyses); strong business acumen and financial ability

  • Solid strategic planning skills and understanding of primary levers and components to a successful marketing campaign

  • Self-starter, adept at problem solving

  • Team player

  • Discretion in confidential matters

Job:Sales

ly. Job Number: 178892

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