Shiseido Company, Limited

As the National Account Controller (NAC) for the NARS brand within Shiseido, you will play a critical role as a leader and decision-maker within the sales team and as a key influencer in driving business success. You will be accountable for developing and executing strategic plans, fostering a positive team culture, and establishing strong relationships with key accounts to deliver sales and profit targets.

ORGANISATION

Reports to: Commercial Director

Job Location: London

Contract type: Permanent

MAIN RESPONSIBILITIES

• Lead an account team to achieve sales and profit targets for NARS brand in designated accounts.
• Co-develop the strategic direction for Shiseido in partnership with Commercial Director and the NARS General Manager.
• Provide sales input in the annual NARS business planning process.
• Meet business targets for sales and profit with effective account management.
• Manage account trade spend according to agreed standards.
• Deliver Retailer Joint Business Plans (JBP) and track ongoing performance, proposing contingencies as needed.
• Responsible for rolling-up monthly forecast with his/her team for the Channel to deliver annual target and agreed phasing and finding solutions when there are gaps.
• Actively involved on the Cost to Serve P&L of key clients together as support to Commercial Director.
• Implement commercial terms and promotional plans to meet brand and sales objectives working closely with the Activation Team and to ensure we win the 4 week battle.
• Maintain successful senior relationships and facilitate broader contact strategy within our retailers.
• Manage account service levels and inventory to meet targets and standards ensuring accurate financial and volume forecasting for accounts.
• Present timely and accurate account performance to the wider business alongside information and insights to inform commercial plans.
• Provide weekly updates to the Commercial Director and NARS General Manager on volume and retail sales performance.
• Participate in cross-functional business planning processes within Shiseido.
• Collaborate with the Commercial Director to cultivate a positive, professional, and respected culture within the sales team.
• Support the Commercial Director in driving team success and development.

EXPERIENCE REQUIRED

• Proven senior sales management experience (e.g. Head of Sales or extensive Senior NAM experience) delivering outstanding results in a retail environment.
• Experience in retail sales management within the National Account sector of the cosmetics industry.
• Proven track record of managing wholesale sales in both Bricks & Mortar and Pure Player environments.
• Strong verbal and written communication abilities, including facilitation and presentations.
• Ability to build and sustain strong relationships at various levels both internally and externally.
• Proficiency in conveying complex topics to diverse audiences and adapting communication style suitably.
• Demonstrated capacity to persuade and influence actions.
• Excellent line management skills, including coaching and developing direct reports.
• Confidence to deputise for the Commercial Director when necessary.
• Skilled in team building and cross-functional collaboration.
• Numeric and financial acumen for trade support budget management and revenue maximization.
• Strong negotiation skills and market dynamics understanding.
• Successful track record in strategic and tactical sales activities management.
• Capability to solve complex business issues with creative solutions.
• In-depth understanding of Health & Beauty sector and retailing trends.
• Alignment with the group's "Trust8" working principles: Think Big, Take Risks, Hands on, Collaborate, Be Open, Act with Integrity, Be Accountable, Applaud Success.

THE BENEFITS YOU'LL LOVE

• 26 days holiday + bank holidays + your birthday day off.
• Holiday buy - up to 5 days.
• Day off when you get married or move house.
• Generous contributory pension scheme - match up to 8%.
• Annual performance related bonus.
• Private medical insurance with Vitality.
• Enhanced parental allowance.
• Life Assurance up to x4 your salary.
• Flexible Friday finish.
• Flexible & hybrid working.
• Annual performance and development reviews so you know your career is going in the right direction.