Senior Director, National Accounts--North America

  • Company: Fresh
  • Country / Region : United States
  • Business group: Perfumes & Cosmetics
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 10 years
  • Reference No.: FRSH00316
  • Date of publication: 2021.01.05



The Senior Director, National Accounts—North America will be responsible for managing Sales Promotion and Sales Administration for the assigned Retail Accounts.  At the headquarter level, the Senior Director will manage the day-to-day and strategic planning of sales, marketing, inventory, visual, in-store fixturing and logistics.   Reporting to the Vice President of Sales, this position will manage and coach Account Managers on the team.  A key partner and liaison between the Retailer merchant teams and fresh, the Senior Director, National Accounts—North America will be involved in the development of seasonal financial and inventory plans and budgets, coordination of financial and merchandise for product launches, marketing strategies, and events as well as driving our "in Stock" position and profitability.  An excellent communicator with the ability in building and maintain strong relationships, the Senior Director, National Accounts—North America will understand business needs from stakeholders and drive functional requirements to contribute to the future growth of fresh.


Sales Forecasting:

  • Develop Financial Sales and Stock Plan by account at the door level monthly
  • Partner with Sales Management, Business Development and Finance to reconcile Financial Plans for each account with the total targeted goal of fresh
  • Participate with Sales Management to assist Demand Planner in forecasting quarterly sales by SKU
  • Develop online and store strategy for launches: forecast pipe, initial sell-through, and annual sell-through for all categories
  • Be the Expert in P&L and revenue management to meet company net profit targets

Inventory Management:

  • Manage and negotiate planning, shipping, and OTB plans for the account
  • Monitor stock level by SKU and door to ensure optimum inventory balance
  • Monitor sales of new launches to ensure immediate reorders as necessary
  • Communicate significant changes in SKU item to the forecast team based on emerging trend or upcoming event
  • Manage risk of overstock at door level, minimize RTV liability
  • Lead meetings with accounts to review inventory balance, sell through of products in merchandising programs and upcoming orders
  • Monitor incoming EDI orders to ensure proper opening orders per allocation and shipping dates
  • Communicate with Planning and Forecasting any opportunities due to sales trends or anything affecting allocations


  • Develop and manage relationships with buying and planning offices of retailers and partner on the needs of fresh as it pertains to inventory levels, timely order flow, and general business support
  • Create, plan and implement new and existing sales initiatives on a seasonal and annual basis to drive digital and stores sales
  • Align with teams on Go-to-Market plans for online and stores
  • Oversee budget, track spend and revenue reconciliation
  • Collaborate with Field Sales in execution of basic and promotional calendar
  • Partner with Marketing on deadlines, comps, themes, etc to ensure timely delivery of style out collateral to account
  • Coordinate on all Market Supported Events to ensure ample stock levels, collateral, and staffing
  • Manage the gondola assortments, timelines, updates for promotions and art changes
  • Ensure new doors have components in a timely manner for opening
  • Manage and upkeep all analyses of Accounts including Weekly Results, New Product Tracking, Stock and Sales Plan, Weekly Sales Tracking for stores and .com, Seasonal Promotional Plan, etc
  • Work with Education to develop programs to be implemented for the Field
  • Forecast collateral and testers for assigned accounts. Ensure the supply chain operates in an efficient manner for the accounts.
  • Monitor competitor activity and provide feedback to company leadership and other functions

What you will learn and/or achieve in the first 6 months:

  • Achieve service levels of 95%+ and partner very closely between retailer and demand planning to ensure SKU forecast accuracy that supports OTB needs
  • Develop 360 strategies with Marketing for Spring 2021 for digital and stores for Sephora and Nordstrom
  • Develop strategy and accelerated KPIs for eventing revenue streams for digital and in stores for Sephora and Nordstrom

What you will achieve in 12 months:

  • Full 360 strategy planning for Spring and Fall 2021, and beginning stages of Spring 2022 for all national accounts
  • Optimize product mix and gondola productivity in Sephora and Nordstrom; set the stage for VM overhaul in Sephora for execution
  • Develop and implement the digital and store roll-out strategy into new distribution channel in Fall 2021

Additional information

  • 10+ years related experience
  • Ability to travel up to 25%
  • Expert analysis skills in sales results and identify factors relating to business opportunities and risks
  • Strong interpersonal skills, negotiation, and presentation abilities
  • Elevated skills in partnership and negotiation for long lasting retailer relationships that drive attention and sales for the brand
  • Excellent oral and written communication and problem-solving skills.
  • Ability to manage relationships across multiple departments internally that build lasting partnership and collaboration.
  • Strong computer skills including Excel, Work, and Outlook.
  • Ability to handle all required administrative duties effectively, accurately and in a timely manner

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.

Discover the business group & the Houses