E-Key Account Manager

  • Company: LVMH Fragrance Brands UK
  • Location: United Kingdom
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Digital
  • Experience required: Minimum 2 years
  • Reference No.: LVMHFB00872
  • Date of publication: 2019.07.03

Position

PURPOSE OF THE ROLE

Manage e-tailers and retailer e-business for Givenchy under the supervision of the Head of Sales, developing partnerships, building and delivering joint plan to increase e-market share and profit, and enhance Givenchy's brand image.

To grow Givenchy e-business respecting at all times the image and priorities of the Brand

 

 

 

MAIN RESPONSIBILITIES

 

STRATEGIC DIRECTION.

Develop a 3-year vision and strategy for Givenchy e-business. Review progress annually to ensure delivery is on track, and recommend changes as appropriate.

Support the vision with a strong e-business knowledge

KPIs: 3-year vision and strategy in place for each retailer

 

ANNUAL PLANNING.

Recommend annual budgets and e-plans to meet the objectives of the 3-year strategy. Negotiate commercial terms and e-retail tactics to support annual budgets.

Manage the implementation of E-Retail strategy according to plan and recommend on-going optimisations of brand user experience and product merchandising.

 

KPIs: Annual budget/plan in place for each retailer. Appropriate investment secured, both internally and externally

 

TRADING & E-MERCHANDISING

Compile and monitor trading results (retail, gross sales, net sales) on a weekly and monthly basis to ensure performance is on track. Prepare monthly retailer sales recap report as well as detailed MTD & YTD sales & KPIs by category.

Drive the E-Retail trade plan to deliver strong sales growth.

Manage the day-to-day relationship with the E-Retailers and their digital teams.

Analyse results and discuss performance monthly with the retailer e-business team.

Present each journey to retailer e-business contact to secure appropriate sell-thru for new launches

Develop and deliver proposals to enhance performance ‘in flight', negotiating additional support as needed. Work with other functions to ensure all retail opportunities are maximised.

Check the sites daily for any bugs, errors, and/or needed optimisations to support sales. Weekly Routine audits for best in class competitive examples within retailer environment.

Weekly Routine audits and QA for Brand Experience optimisations on desktop, mobile, and mobile app, navigation exposure and brand rooms.

           

KPIs: Achievement of e-retail & financial targets: retail sales, gross sales, net sales


Profile

P&L MANAGEMENT

Drive the enhancement of the P&L for e-tailers, in line with the 3-year strategy. Review spend against budget on a quarterly basis, addressing over/under-spends as appropriate to achieve targets.

KPIs: Achievement of financial targets: operating profit

 

INVENTORY MANAGEMENT

Optimise stocks and assortment, flagging issues with the Head of Sales for e-tailers. Work with e-tailers to resolve out-of-stock issues as quickly as possible. Authorise RGAs as required, and ensure RGA log is accurate and up to date.

 

KPIs: Achievement of financial targets: returns, forecasting accuracy. No on-line out-of-stocks during new product launches.

 

PROJECTS

Lead key projects/initiatives to drive e-business performance, coordinating activity across retailers and functions as required.

Lead, with the Digital and E-business Manager,  e-business Knowledge in the Head Office Team

KPIs: Successful delivery of projects on time and on budget

 

 

RELATIONSHIP

 

Establish key relationships with all e-retailers' headquarters and e-retail teams

Set up and drive cross-functional interaction between retailer and Givenchy team.

Build a peer network across other LVMH brands.


Additional information

POSITION WITHIN THE ORGANISATION

Reports To: Head of Sales

Internal:

Head of Sales

Marketing & Merchandising Department

Finance Department

Customer service

Digital & E-retail Corporate Team

Worldwide E-retail Director

Global E-retail Director

External:

Designated e-Retailers' team

Agency

Media Agency

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Perfumes & Cosmetics

A major player in the perfumes, make-up and skincare markets, the Perfumes & Cosmetics division groups together major historic Houses as well as young brands with strong potential.

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