Key Account Manager Department Stores

Key Account ManagerRole Summary: Responsible for delivering sustainable growth plan for brand at account. Determines where to play, how to win and uncovers white space opportunities. They are the main point of contact for their retail partners and manages overall relationship from strategic vision to execution, working closely with internal marketing, education, supply, planning and Field teams to achieve overall goals.

Reporting Structure: Reports to VP of Account Management

Account Responsibility: Department Stores including, but not limited to, Dillard’s, Belk, Boscov’s and Von Maur.

Work Location: Remote/Field – Travel to Miami corporate office for business meetings and Field travel for store checks and competitive landscape understandings.

Responsibilities:Account Strategy and Market Insights

• Leverage a deep understanding of the retailer landscape and market trends to establish an overarching account strategy that aligns with category priorities, marketing campaigns, assortment planning, merchandising, promotional activities (e.g., GWP, sets), holiday initiatives, collateral, and training programs.

Calendar and Planning Coordination

• Collaborate with the E-commerce Key Account Manager to develop a comprehensive calendar of tailored objectives for both retailer and retailer.com, ensuring alignment with overall brand category and marketing goals.
• Strategically allocate resources and coordinate efforts across Brick-and-Mortar and E-commerce channels.

Negotiation and Sales Planning

• Lead negotiations on stock and sales plans with input from Account Management and Sales Planning teams.
• Secure a strong visual presence in stores through effective negotiations and alignment with retailer needs.

Marketing and Activation Support

• Ensure marketing activities—including in-store initiatives, co-op programs, and digital/social media campaigns—effectively support brand events, promotions, and activations.
• Partner with Marketing and Planning teams to tailor assortment, stock levels, sampling strategies, exclusive products, and GWPs to the retailer’s consumer base.

Financial Oversight and Profitability

• Own key P&L elements for the account, determining optimal spend (in collaboration with the VP of Account Management) to maximize ROI and sales.
• Take accountability for seasonal and annual targets, including retail sales, net sales, demos, co-op, promotions, GWPs, sets, and capex.
• Work closely with Finance to analyze account/door-level P&L opportunities for enhanced profitability.

Collaboration and Reporting

• Partner with Field teams to align on overall account strategies and provide detailed plans and actionable insights.
• Regularly review and present performance metrics and outcomes to key stakeholders, ensuring transparency and continuous improvement.

Qualifications:

• Bachelor’s degree in Business Administration, Finance, Marketing, or a related field and/or 5+ years relevant experience
• Expertise to translate consumer insights and unique retailer strategies into key action steps
• Strategic thinker and able to layout a cohesive and clearly articulated strategy to drive the brand in each one of the different Retailers.
• Extensive business acumen and financial ability (i.e., P&L management, business drivers, building new channels/growth, savvy with business analyses) and analytical thinking
• Solid understanding of primary levers and components to successfully manage accounts
• Self-motivated, results oriented, creative thinker
• Strong communication, presentation skills and organizational skills
• Analytical approach in identifying opportunities
• Strong negotiation skills
• Proven experience in managing, motivating and training a sales team
• Proven Experience in Key Account management of the main Department Stores: Dillard's, Boscov’s, Von Maur and Belk.
• Able to work in a new/fast growing company with capacity to influence and improve processes
• Able to build the future of DG Beauty in the US Department Stores while increasing the quantity and quality of information
• Proficient computer skills necessary (Word, Excel, PowerPoint, Outlook etc.)