NYC - Hybrid Only

Job Summary

The Sales & Operations Associate Director is responsible for developing and executing strategies to maximize product sales, overseeing the Planning & Account Management team, analyzing trends, opportunities and driving product visibility with key team members by brand. This role also manages relationships with retail partners, monitors inventory levels and contributes to overall business growth.

This role requires a mindset for business strategies with a focus on increasing product sales. This also includes developing effective strategies in partnership with the Planning Team, understanding the consumer trend, optimizing product placement, and building strong relationships with retail partners. The mindset is geared to achieving sustainable revenue growth, fostering brand loyalty, and adapting strategies.

Principal Accountabilities

Net Sales

Develop customized by brand/by channel forecast & negotiation of OTB based on retailer provided forecast (when applicable), promo calendar, layered events, co-op investment, LY & current trend in collaboration with the Sr. Director, Sell-In and Sales Operations and the planning/account management team.
In partnership with the Sr. Director, Sales Ops & Sell-In, is first point of contact with retail partners regarding net sales/retail sales forecasting, inventory management, PO negotiation and OTB optimization based on EPC O/H levels and growth expectation, flagging risks and opportunities in a timely and quantified manner.
Work closely with the Sales Operations Manager to ensure seamless sales reporting.
Responsible for developing Sales optimized processes or process enhancement to ensure maximum efficiency for key functions within the organization (i.e., Sales & SKU forecasting, budgeting, etc.) in partnership with the Sr. Director, Sell-In and Sales Operations.
Minimize RTV liability in partnership with the planners & Sr. Director, Sales Operations & Sell-In via:
Weekly review of retailer OH levels to ensure seamless transition of SKUs
Strategic calculation of weekly run rate to ensure optimal stock levels of old and new SKU.
Align with brand teams on by SKU liquidation strategy (i.e., markdown).
Identify new business opportunities, channels, and partnerships to diversify and expand the brand's reach.
Collaborate closely with marketing, operations, and product development teams to align sales efforts with overall brand objectives.

Sell Thru

Develop by brand/by channel sales strategies to deliver business growth and drive the success of retail channels through forecasting in collaboration with the Sr. Director, Sales Ops & Sell-In, Planning Team, and Marketing Team by brand, budgeting, key account planning, P&L accountability, and brand execution in store. Continually analyze and recommend tactics to drive top-line growth and profitability for channels.
Develop and implement sales action plans to achieve territory/door sales growth in key retailers to maximize sales productivity and profitability in partnership with the Sr. Director, Sell-In and Sales Operations.
Develop yearly by brand/by channel/by territory Sell-Thru Plan, Sell-In Plan, EPC Plan, based on historical data, trends, retailer and Marketing activations.
Review of field productivity, in-store presence, and overall efficient and successful store visits in partnership with the VP of Sales and Education and the Education Department.
Develop and oversee weekly, monthly, and quarterly reporting to support the overall organization objectives through volume and SKU related information/analysis with supporting action plan/strategy. Reports include, but are not limited to:
Net Sales and Sell Thru by brand/by channel/by territory (where applicable) reporting.
By brand/by channel/by territory MTD/YTD SKU Reporting.
EPC MTD/YTD Performance.
Newness/Limited Edition tracker.
Gap analysis and action plan customized by brand/by channel based on performance.
Overstock/Old Age SKU swap negotiation and strategy.
Sephora T&D cap adherence.
Creation of customized by brand/by channel field support reporting and processes in partnership with the VP of Sales and Education, including, but not limited to: