VP - Customer Team Leader; Value

Responsible for managing CPD trade budget for customer.

Title: VP
- Commercial Lead, Value

Team: Value Team. Club + Dollar + Pro

Reports to: SVP Commercial National Accounts

Location: 10 Hudson Yards, New York

Supervises: NAMs; CDMs; BAs

• Key customer representative; strong relationships with key customer stakeholders
• Significant responsibility to lead, develop, and inspire best-in-class account team
• Strategic leader for opportunity maximization at customer with an omni-channel view
• Full responsibility for CPD results at customer
• Responsibility and oversight of our broker partner (MPG)

• Represent L’Oreal CPD and lead relationship for customer and relevant stakeholders to be their key partner (e.g., Head of Beauty)
• Lead & develop Value team to drive comprehensive knowledge of customer strategic objectives, priorities, shoppers, decision-making process, and KPIs
• Build strong relationships with key customer stakeholders as credible business partner: senior, empowered, reliable, and helpful
• Core leader within the multifunctional team to drive engagement with the customer and own all commercial fundamentals (incl. supply chain and in-store execution etc.) that align with customer

• Lead CPD L’Oreal Value sales team and drive coordination of support functions to deliver on cross-functional goals (e.g., eNam, In-store execution)
• Coach and train NAMs, CDMs and support functions within the multi-functional teams and focus on their development plans and encouraging teamwork

• Drive growth with customer and maximize CPD strategic opportunities through shopper insights and a beauty/category view of the customer’s omni-channel strategy (in collaboration with eNAM and eComm Channel VP as appropriate)
• Develop robust, Channel-specific strategies to drive growth at Club (through Sam’s & Costco) and Dollar (through Dollar General).
• Modernize & influence go-to-market strategies in the Pro channel.
• Develop and execute customer strategy for CPD growth in alignment with Brand, Category, and division priorities.
• Lead selling through shopper insights and CRM opportunities
• Develop and negotiate JBPs

• Own Customer P&L for CPD – sales, shipments and profitability for brick and mortar and online
• Track Customer’s business and their own CPD sales and forecasting to proactively address demand and gaps and to drive consumption
• Responsible for managing CPD trade budget for customer

• Commercial SVP / Commercial GM
• Sales team: NAMs/CDMs/BAs
• Multifunctional team support:
  In-store execution, Customer Marketing, Shopper Insights, ACMs, Supply, Finance
• Brand Activation Leads
• Beauty head account VPs and buyers

• Deliver sales target and brand sales fundamentals, including sell in/sell out, customer contribution, net profit, service levels, retail execution, distribution points, promo ROI in a sustainable way
• 12
  -18 month growth horizon
• Forecast accuracy
• eComm penetration for category and acct
• Multifunctional team performance
• Team 360° feedback
• Advantage / Voice of Customer scores
• Retailer scorecard

• Exceptional track record of account relationship management
• Interact effectively, including solid negotiation skills
• Demonstrated analytical approach to business management
• Ability to influence other functions and drive coordination across groups (even without reporting lines)
• Ability to make decisions inline with commercial fundamentals and maximize P&L
• Effective in motivating and developing talent
• 10-15 years of CPG sales experience with demonstrated sales results and experience leading multi-functional teams

We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.