Director of Sales & Marketing, Erborian USA (Contract)

At Erborian, our mission is simple: bring you your best complexion yet with the help of easy-to-use, unique hybrid products. We aim to help you simplify your routine without skimping on the level of care, protection, and nourishment your skin craves, which is why our best-selling BB and CC Creams are the perfect blend of coverage and skincare in one tube so you can feel good in your own skin. With presence in Paris, UK, and Korea, Erborian is quickly growing in the US and is looking to build a stronger online presence.

JOB SUMMARY:
The Director of Sales & Marketing for Erborian USA is responsible for Erborian growth in the US, developing all business channels with a strong commercial strategy and being the guarantor of brand positioning and consistency on this market. She/he is the key liaison for all of the brand’s US Retailers and Web Partners, with focus on growing sales within existing accounts and expanding distribution. She/he proactively looks for new business opportunities for the brand. She/he tracks and analyzes the sales performance and is able to find creative ways of boosting it. She/he builds strong marketing plan and oversees trade marketing and content activities. She/he manages the Associate e-commerce manager and Associate Wholesale Manager. She/he is also responsible for working with support teams to manage logistics and supply chain processes related to sales.

JOB RESPONSIBILITIES:
SALES:

• Responsible for overseeing sales budget & quarterly RF by Channel- US (RF1 + RF2) ensuring all activities are in line with budget and on track to achieve targets and sharing frequent updates with key stakeholders.
• Ownership of all budget files tracking net sales and expenses each month to align with the financial closing period.
• Oversee reforecast all sales and spending as needed, but especially for quarterly Reforecast 1, 2, and 3 including Amazon, Ulta, website, and all web partners.
• Monitor net sales and sell-out targets weekly or as needed to include any key changes in ship dates or sell-out events.
• Track and own the monthly closing process with finance monitoring net sales and ensuring P1 accounting actions are recorded within the correct month and expenses fall in line with month budgeted.
• Support new business ventures partnering with the team on opening order sales projections and all expenses that need to be budgeted in the P&L.

DIGITAL/AMAZON:

• Oversee the Amazon sales and advertising strategy with Vendor and agency teams, ensuring profitability targets are achieved.
• Manage and support the digital team for all events to ensure we remain on track for key animations and sales plans.
• Create an optimal strategy for Amazon Tentpole Events including assortment proposal, product forecasting, and media/marketing activities to align with budgets and sales growth vs LY.
• Ensure all campaigns, including promotions or novelties or always on are on brand and support best in class customer experience.

ULTA & OTHER PARTNERS:

• Oversee the Ulta sales and promotional strategy with Ulta buying and planning teams.
• Support team to autonomously manage web partners & independents strategy and budgets for Ulta, Revolve and other partner marketing action items such as Korean retailers.

PRODUCT FORECASTING:

• Partner with demand planning team to ensure ongoing forecast aligns with sales and PR strategy sharing projections for tentpole and campaign impacts on sales forecast.
• Share forecast updates on any significant tentpole events (Ulta 21 Days, Amazon Prime Day, Black Friday, etc.) especially for US only products, ensuring forecast aligns with budget targets.
• Monitor local excess and obsolete inventory risks with business team and provide action plan to sell through as needed.
• Oversee launch strategy for US market to provide direction and forecasts on new products from product development team.
• Oversee inventory monitoring at retailers and communicate any impact or significant phasing on product forecasting or net sales.

TRADE MARKETING:

• Oversee over-arching campaign strategy and timing to support team needs on all channels (E-tailers, D2C, Sephora, PR).
• Help to create a holistic 360 campaign vision in partnership with brand marketing director to ensure campaign look/feel is aligned with local market and campaign supports all strategic channel needs.
• Ensure all campaign assets for channels are on brand for global and US strategy and re-enforce main goal of brand awareness on the US market.
• Supervise sampling and free product strategy to support marketing awareness and review strategy and ensure activities align with budget.
• Lead product content direction in partnership with product development team to create strong story telling for new and best-selling products that benefit all channels.

KEY PERFORMANCE INDICATORS:

• Sales performance and data analysis
• Brand presentation
• Internal and external relationship quality

REQUIREMENTS:
EDUCATION

• Completed Bachelor’s degree

EXPERIENCE

• 6-10 years+ of experience in in Sales/ key account manager’s role for a main retailer, in the beauty industry.
• Experience with Amazon is a big plus.
• Proven success working with Beauty Retailers, managing daily business needs and opening new distribution.

SKILLS

• Strong proficiency in Excel and PowerPoint
• Strong analytical/quantitative skills comfortable with business math
• Experience with managing beauty accounts
• Strong communication and presentation skills and ability to interact and present to top management and external agencies
• Process-oriented mindset to best manage related logistics, supply chain and operations procedures
• Self-motivated and proactive approach with an appropriate sense of urgency
• Ability to think strategically and create a bigger picture vision while also executing that vision

• Strong knowledge of digital asset management.
• Must present a positive, professional and energetic attitude, be able to work in a team, be proactive and remain self-motivated
• Must be detail oriented, and have excellent organization and time management skills
• Beauty industry know how, passion for cosmetics/beauty products
• A self-starter with the ability to problem solve and brainstorm in a fast-paced, collaborative environment and act with a strong sense of accountability.
• Must be an ambassador of the Erborian Brand.

PHYSICAL & TRAVEL REQUIREMENTS

• Some remote flexibility with 2 days on average in office per week.
• Potential travel needed to build up relationship with retailers.
• Must be available from Monday to Friday.

Erborian North America offers a competitive compensation package and a comprehensive benefit. L’OCCITANE is an equal opportunity employer. This means that, when making decisions about our employees’ careers with us, our main considerations are their ability to do their jobs and develop in their roles. One way we cultivate change is by creating a more diverse and inclusive workplace and organizational culture. As part of this, we are committed to building an environment that is free from discrimination and harassment where everyone feels respected and valued. We recruit positive-minded people who share our core values: entrepreneurship, team spirit, leading by example and authenticity – and our commitment to sustainability. Employment may be subject to verification of references and background check.

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