Commercial Planning & Corporate Sales ManagerCông ty TNHH Estee Lauder Việt Nam (ELC Việt Nam)

The Commercial Planning & Corp Sales Manager is responsible for leading all commercial planning and takes charge of all B2B businesses.
He/she interfaces between ELC and relevant Planning / Buying teams within B&M retailers to drive effective and efficient sales execution. He / She works in close partnership with Brand and Commercial Leaders to develop key sales metrics and targets, aligned to Brand and Channel strategies. They effectively manage, align and drive opportunities for financial targets and communications across the full ELC brand portfolio. In addition, he/she is also responsible for continuously improving sales planning processes to drive greater efficiencies and build effectiveness across sales planning and reporting for the Affiliate.
This position reports directly to Commercial Manager.
Key responsibilities but are not limited to:
Drive Sales and Business Performance:
• Develop key sales targets and activities, as aligned to Brand and Channel strategies. This includes monthly/annual sales target data for the relevant doors (FSS, FSF, DC ect)
• Lead the partnership with Brand Marketing and Education (Brand and Commercial) to develop retail program to support effective in-market execution for ACEs and drive sales improvement
• Feedback and recommend to (CD) and Brand marketing on store activities/new products/promotions suggestions for additional opportunities to secure competitive market edge and market share gain
Marketing Execution:
• Lead the tracking and communication of trade and promotional activity planning to Demand Planning/Customer Service/Brand Marketing to ensure Retail driver planning and anniversary planning
• Lead key data analysis across Brands/Channels for trends, risks and opportunities to drive sales improvement and productivity (including monthly sales budgeting and people across the Affiliate)
• Work with Brand Marketing to review net sales budgets and latest estimates so that forward product forecasts can be reviewed and aligned
• Analyse sales post-implementation of key door programs and provide insights for improvement
Operational Effectiveness:
• Drive continuous improvement in sales planning processes to drive greater efficiencies and build effectiveness across sales planning and reporting for the Affiliate
• Lead planning and reporting activities for Brand Marketing and Commercial Sales team as requested.
• Prepare and present market information at affiliate, global and regional meetings or when members visit
• Mentor and educate brand teams on how to leverage analytics and reporting
Take full ownership in B2B (Corporate Sales) business and develop and implement sales strategies and ensure sales targets are met and year on year growth achieved
• Achievement of financial goals - delivering net budgets whilst driving profitability, working collaboratively with customers/retailers and internal stakeholders.
• Develops and executes strategic plans to deliver wholesale targets, keeping net shipment plans updated based on trade and promotional activity.
• Ensures all financial trackers are updated within agreed timelines - wholesale, retail, discount rebates, returns.
• Overall responsibility for retailer collaboration with WSSI / MSSI and OTB cascading to relevant brand teams.
• Has full understanding on the store operations and activities of each retailer and works in conjunction with the field-based store team to deliver dynamic wholesale and retail results.
• Participates proactively in promotional and NPD launch planning processes, working collaboratively with Brand Marketing and Demand Planning teams
• Partner with Brand and Corporate Marketing teams to Identify any future growth / current launch plan opportunities to expand B2B business.
• Participate in presentations to retailers with ELC Brand Teams to launch and leverage new launches and growth opportunities.
• Work with Corporate Marketing to interpret data, analysing for decision making, reporting and presentations.
• Monitor and communicate competitor activity and performance within the relevant retailers / doors.
• Works with Commercial Management and assists Brand General Manager in developing distribution strategies ad specific account growth in line with overall brand strategy.
Develop and execute the marketing programs for Corporate Online Stores and Friend & Family (F&F) Store, on time and in full
• Actively consult with retail partners to provide accurate and timely information to DP/IM ensuring efficient stock replenishment achieved and maintained. Make data driven and strategic decisions as it relates to product assortment in order to leverage local and global excess to drive sales achievement
• Create and implement the promotional calendar including the outlet mall initiatives.
• For the CS stores, source business building opportunities with local businesses, issue invitations and ensure accurate tracking of contacts and sales results.
• Liaise with outlet marketing managers to ensure all relevant promotional requirements are created and sent through for Outlet Promotions.
• Ensure CRM is being used effectively and provides a competitive advantage in recruiting and retaining customers. Analyse campaign data and make changes to improve results.
• Develop the evergreen CRM programs, working with Corporate CRM to ensure all email artwork is delivered on time and tracked.
• Create POS to support activities including ticketing, shelf merchandising and front window materials
• Ensure all marketing support items are delivered on time and ensuring all stores have clear visual merchandising guidelines for promotions
• Develop and implement a promotional program for the CS Online platform, updating content, pricing and functionality.
• Coordinate external promotions and special events - negotiate conditions of sale; stock ordering, transfer & logistics; merchandising/layout; and point of sale set up etc. Work with ACEs with regards to set up; allocation of resources/staffing; Carry out all necessary paperwork and reporting for events.
• Review the terms and conditions for Corporate Store Invitations - communicate changes internally and externally.
• Ensure Brand price increases are implemented across all stores accurately and on time
Ensure all stock levels are optimized by sourcing stock from local, regional, and international excess, together with internal brand negotiations for relevant basic stock.
• Liaise with the demand planning team and Brands to secure stock for Corporate Online Stores and Corporate Sales business.
• Process purchase orders through the demand plan team, following the ELC approval process.
• Liaise with Customer Service and Warehouse teams to collate and send store orders.
• Generate stock orders and management of stock transfers between stores and warehouse.
• Oversee annual stock take. Ensure procedures are followed and implement changes if necessary. Compile all associated paperwork.
• Communicate shelf life restrictions, write off requirements and movement of stock to corporate store employees.
Coaching and Development:
• Identify any areas of learning and development for individual team member and make a proper improvement plan
• Attend corporate development programs as required
Other tasks: as assigned by Commercial Manager