Marketing & Sales Operations Manager (Sub Saharan Africa) at The Estée Lauder Companies Inc.

About the role

The Business Development Manager for Sub Saharan Africa is primarily responsible for developing and implementing brand plans and programs for the portfolio of Brands, including product selection, positioning, pricing, advertising and promotion planning. In this role, you will develop and co-ordinate sales and marketing plans with Distributor Partners and/or Retailers, including in-store promotions as well as brand campaigns, and negotiate with retail partners on the key elements of the execution of the brand in each market (e.g., levels of stock, merchandising, incentives)

Additionally, the successful incumbent will be required to prepare brand specific financial plans (Long Range Plan, budgets); manage the P&L (top line, COGS, Opex and NOP) for the brands during the fiscal year, reallocating resources when needed, in conjunction with Country Manager and Finance Business Manager, as well as manage the reporting of the key metrics of the brand with the regional (Paris based) and global (NYC based) teams.

Key Responsibilities

Business Development Strategy

• Show bias towards considering bigger picture, observing connections and drawing conclusions about the impact of events and activities in the brand.
• Ensures compliance with ELC global and local policies and procedures.
• Build professional working relationships with stakeholders across the business to support the achievement of business strategy and objectives.
• Identify new business opportunities including doing the due diligence on competition, current consumer trends and retail landscape.
• Liaise with finance team to ensure integrity of financial models used for business cases.

Financial Management

• Manages and supports the Country Manager and General Manager in the development of fiscal year budgets and makes recommendations.
• Works closely with Country Manager in preparation and evaluation of annual budget for new business opportunities
• Prepares and completes monthly estimate files against regional guidelines by due dates for Country Manager and Finance Business Manager reviews, indicating adjustments and implementing actions as agreed. Ensures deviations are duly communicated to Brand Regionals timeously (NS, COG’s, OPEX and NOP)
• Monitors and implements alignment of demand plans (product forecasts) to period reported Gross Sales, ensuring guided variance is obtained and any excess is duly managed.
• Ensures accurate monitoring of OPEX spend in line with Plan or Estimate (T&E, A&P)
• Tracks and monitors CAPEX spend and related projects in line with Plan or Estimate
• Drives increased sales within the affiliate from specific projects, big bets and commercial deals, implementing strategies to ensure targets are achieved, and where possible exceeded.
• Works with Distributor Partners to ensure annual sales plans align to SSA Multi-Brands fiscal year plans (Net Sales) and ensures/approves accurate upload and processing of order templates with internal teams (Customer Services Manager, Product Marketing Manager, Consumer Marketing Manager and SD/VM Specialist)

Project Management

• Develop, lead, implement and monitor top door/top market strategy to ensure business growth and increased investment efficiencies for respective brands in selected markets.
• Take ownership and oversee brand specific strategic projects end-to-end.
• Manage and formulate a hero sku’s tracker across brands and retailers to pre-empt opportunities or challenges.
• Oversee various brand Visual Merchandising re-designs or update projects with SD/VM Specialist, including new door/store projects.
• Develop annual and seasonal marketing and business plans for presentation, negotiation, follow up and implementation with each Distributor and Retail Partner and retail store group.

Consumer and Market Analysis

• Actively maintain competitor and market awareness, and develop strategies to ensure brand outgrows competitors.
• Ensure stock is balanced to achieve retail mix of business plans and over or under stocks are correctly addressed immediately.
• Considers global Brand objectives and offerings, marketing guidelines, cost of goods/pricing objectives, manufacturing feasibility, and local market/competitive trends to:
• Assists in determining discontinuations and price increase recommendations for existing products and price for new products.
• Makes proposals and recommendations regarding media and advertising choices to General Manager. Reviews choice of media with Brand manager and makes specific recommendations as necessary.

Operational Effectiveness

• Ensure collaborations within team functions for aligned targets and objectives.
• Negotiates sell-ins with Distributor and Retail partners and monitors monthly agreed quantities, with separate emphasis on Top Doors and hero/novelty SKU’s.
• Ensures effective and adequate training and education is executed for all brands, across markets (in-person/virtual) in co-ordination with Classroom Trainers and Education Manager – driving all applicable regional programs.
• Oversees forecasts to ensure planning accuracy and appropriate inventory levels.

Qualifications

• 6 - 8 years sales and / or marketing management experience, both being advantageous
• People Management Experience
• Confident negotiator
• Demonstrated Project Management experience.
• Prestige Beauty industry and Sub-Saharan Africa knowledge/experience is advantageous.