LVMH Fragrance Brands
Key Account Manager
London
Posted 28 days ago
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KEY ACCOUNT MANAGER
Commercial Department
Location: London Reports To: Head of Sales
Purpose of the Role
To build strong partnerships with assigned retailers, shaping and realising joint strategies to grow sales and profit, increase market share, all while respecting the Givenchy brand image and priorities.
- Define and agree with Head of Sales an annual commercial strategy and marketing proposition for each retailer.
- Seize opportunities to increase sell-in and sell-out, and improve space, location, and Givenchy’s image across all relevant retail partners.
Job Responsibilities
Main Responsibilities
Strategic Direction
- Define a vision and strategy for assigned retailers, including ambitions for improved sales, profit, and brand image, alongside the initiatives needed to achieve these goals.
- Coordinate with other business functions to align long-term objectives, budgets, and retailer needs with the broader business goals.
- Review monthly and annually to ensure strategy delivery stays on track.
- Continuously adapt plans as necessary based on progress.
Business Management
- Establish, monitor, and invest in budgets, trading terms, and conditions to drive profitability per account.
- Negotiate annual Commercial Agreements with retailers, aligning vision and strategy to support annual budgets.
- Define and implement Joint Business Plans (JBPs) tailored to retailers, reviewing quarterly progress and adapting as needed.
- Set and review retail/wholesale targets monthly, forecasting challenges and developing mitigation strategies.
- Prepare strategy documents for company meetings and present retailer-specific strategies to secure buy-in.
- Secure allocations and sell-in of new launches, while monitoring sell-through on key projects.
- Analyse sales forecasting, stock levels, and returns to drive outcomes aligned with retailer strategies.
- Foster cross-functional partnerships to maximise retail opportunities.
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- Present retail and trade marketing plans at sales conferences, emphasising key initiatives for field team support.
- Liaise with the sales force to explore regional staffing needs, monitor local performance, and ensure brand positioning aligns with retailer priorities.
Account Management
- Cultivate strong relationships with retail headquarters and key retail teams, maintaining a high-impact presence in assigned categories.
- Serve as the primary contact for retailer communications.
- Develop engagement plans to enhance Givenchy’s reputation and deepen collaboration with retailer stakeholders (e.g., Trading/Operations, Marketing, CRM, Online, Supply Chain, Staffing).
- Adapt cross-functionally to execute the engagement plan.
- Support, coach, and develop Key Account Executives, setting annual objectives, monitoring performance, and providing feedback through the standard development process.
- Collaborate with finance to resolve underpayments and ensure trackers, budgets, and account metrics for retail partners meet deadlines.
- Build a peer network with other LVMH brands.
Profile – Person Specification
Experience & Qualifications
- 5+ years in sales, preferably with Beauty industry background.
- Proven Key Account Management experience.
- Experience working with UK retailers.
- Strong understanding of and affinity for luxury goods industry.
- Preference for experience working in cross-functional teams.
- Experience developing trade marketing plans is a plus.
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Leadership & Managerial Skills
- Business Planning:
- Ability to formulate a compelling annual strategy and translate it into actionable, SMART plans.
- Forward and reactive thinking with a capacity to work under pressure.
- Driving Teams:
- High impact, motivating direct reports and team members.
- Negotiation:
- Balances hard and soft negotiation tactics to achieve win-win outcomes.
- Influencing & Stakeholder Management:
- Adaptable, articulate communication aligned to stakeholder needs.
- Persuasive networking to drive coordinated support across groups.
- Analytical Skills:
- Translates financial, market, and category data into strategic actions.
- Team Dynamics:
- Engages with colleagues, junior members, and cross-functional partners.
- Customer-Centric & Detail-Oriented:
- Prioritises relationship-building and maintains high attention to detail.
Organisational Positioning
Internal Liaisons
- Direct Reports: Key Account Executive
- Senior Roles: Leadership team, Marketing & Merchandising, Training, Finance, Field Sales
- Support Teams: Customer Service, LVMH Peer Group
External Partners
- Retailers, Buyers, Merchandisers
- Marketing & CRM teams
- Online & Digital managers
- Logistics, Store Management
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Skills
Key Account Management
Sales Strategy
Negotiation
Analytical Skills
Stakeholder Management
Team Player
Business Planning
Customer Focus
Relationship Management
Cross-Functional Collaboration
Trade Marketing
Retail Management
Coaching
Communication
Problem Solving
Financial Analysis
Location