Key Account Executive - Military Channel & DDG Pro Spa

Shiseido•New York, NY

10d•Hybrid

About The Position

The Key Account Executive, Military Channel & DDG Pro Spa, will lead the relationships, growth, and marketing initiatives for two strategic channels: all Shiseido Americas brands sold through the Military Exchanges (AAFES, NEX, MCX), and Dr. Dennis Gross Skincare Professional (DDG Pro) luxury spa accounts. In partnership with the Executive Director, the Military Service Agency, and the DDG Pro team, the KAE owns the gross-to-net budget for both channels, develops bottom-up retail and gross sales plans, and interprets business trends to identify growth opportunities. These objectives include building exceptionally strong relationships with exchange buying teams, spa partners, and internal cross-functional teams; supporting the Military Agency field team; and elevating the brand experience through visual merchandising, eventing, and education. The KAE will serve as a key internal and external partner in driving sustainable, profitable sales growth across the Military and DDG Pro Spa channels.

Requirements

Bachelor's degree or equivalent experience required.
Minimum 5 years of experience in Key Account Management/Wholesale Sales, prestige beauty preferred.
Professional skincare or luxury spa channel experience (preferred)
Ability to manage multiple channels in an entrepreneurial manner and demonstrate independent decision-making ability.
Exceptional analytical skills and ability to generate and evaluate forecasts, metrics, and analyses.
General curiosity around consumer shopping behavior and a desire to use analysis to generate new insights.
Demonstrated strategic thinking, project management, and implementation experience.
Excellent oral and written communication skills and ability to work effectively with all levels of the organization.
Advanced with Office 365 with focus on Microsoft Excel and PowerPoint skills.
Demonstrated ability to accept change and be a proponent of change in meeting customer and business needs.
Ability to deliver desired sales, gross profit, and expense controls.
Ability to lift, push and pull up to 50 lbs.
Valid driver’s license.
Ability to travel for store and spa visits, events, and account meetings.

Nice To Haves

Professional skincare or luxury spa channel experience

Responsibilities

Own and achieve the Gross to Net Budget for the Military and DDG Pro Spa channels, inclusive of Trade Spend, Returns, and Markdowns.
Consistently and accurately forecast Gross Shipments by channel, ensuring the budget is achieved.
Build bottom-up Retail and Gross Sales projections in partnership with the Executive Director, Military Agency, and DDG Pro team.
Drive positive Dashboard scores through 95%+ In-Stock rates, On-Time POs, and accurate Returns.
Review monthly invoices, verify actual costs, and submit for processing.
Build exceptionally strong relationships with all Account Cross-Functional Teams through a consistent touch-base and meeting cadence.
Build short- and long-term strategy for all accounts in partnership with internal teams, including Marketing, Finance, and Sales Operations.
Build Cross-Channel Retail Sales Plans driven by the Marketing Calendar and Launch Priorities.
Manage the Account Marketing, Side-by-Side, and Promotional Calendars by Brand and channel.
Provide strategic recommendations to buying teams and spa partners that drive business results.
Work side by side with the Executive Director and Military Agency to plan thoroughly and execute flawlessly through seamless communication.
Effectively communicate with and support the Military Agency Account Field Team in all initiatives.
Manage the Demo Budget; approve and track Beauty Consultant hour and salary changes; manage Beauty Consultant incentive programs.
Oversee the process for all required Military agreements; manage and track Military Chargebacks and Fines.
Manage Pack and Ship for OCONUS POSM and gratis, seasonal gratis for virtual webinars, skincare planners, and counter books.
Manage the Visual Merchandising Calendar, including timely updates and SKU edit recommendations based on productivity.
Provide schematics to the agency and retailers utilizing product dimensions; maintain Duratran priorities and sizes in Color Edge, the VM Survey by store, and VM parts ordering.
Conduct store visits to verify VM schematics and product dimensions, and provide tracking for all VM updates.
Develop and grow DDG Pro spa, resort, and hotel spa group partnerships, identifying and onboarding new accounts in partnership with the Executive Director.
Manage account assortment across professional backbar and retail, recommending opportunities based on productivity and treatment menu alignment.
Drive a seamless NuORDER ordering experience for spa partners, including order forms, promotions, and troubleshooting in partnership with Sales Operations and Customer Service.
Manage DDG Pro promotional programming, offers, and GWPs to drive retail sell-through within spa accounts.
Partner with Accounts Receivable on account terms, open balances, and credit holds to ensure uninterrupted business.
Plan and execute events in partnership with internal teams, store and spa teams, and agency field teams.
Track events using Smartsheet, report event ROI, and allocate and ship event support.
Liaise with Education to align budget, videos, gratis, protocols, and event strategies that support Marketing and Sales field objectives.
Lead Account Marketing Meetings, including business presentations and meeting logistics.