KEY ACCOUNT EXECUTIVE (KAE)

POSITION: KEY ACCOUNT EXECUTIVE (KAE)

DEPARTMENT: SALES

LOCATION: LONDON

REPORTS TO: KEY ACCOUNT MANAGER (KAM)

DIRECT REPORTS: NONE

PURPOSE OF THE ROLE

This is one of the key support roles within the commercial team.

It is a Retailer-focused planning and administration role ensuring implementation of Givenchy strategy down to store level via clear communication and monitoring of all elements within the Sales function.

Key contact with retailers to ensure synergy between Givenchy Sales department and the assigned Retailers.

KAE Provides accurate & detailed sell-out and sell-in analysis, assists KAM with monthly forecasting and bi-annual budgets and plans successful implementation of Trade operations within specified retailers.

Job Responsibilities

MAIN RESPONSIBILITIES

Sales Reports

• Update Sell-Out tracker per Retailer on a weekly basis.
• Request trade reports from AM/Field teams to better understand counter performance and flag any issues to the relevant teams. Send any stock requests to retailers ahead of order schedule.
• Provide monthly analysis for the corporate reports to include Retailer rankings, trends, drivers & drainers, trade marketing activities.
• Track and analyse sell through, stock holding, launch performance and other factors as necessary, and offer suggestions to drive the business.
• Update and distribute the Daily Gross Sales report.
• Administer the exchange of information with Retailers and update weekly trackers.
• Provide best-seller and stock level reports to Retailers on a weekly basis.
  
  

Liaising with Customer Service

• Validate all incoming orders as soon as they come through, in line with new launch allocations and stock replenishment availability.
• Ensure the smooth supply-chain process is up to date and maintain a high level of control in any supply-chain issue, incl. support to KAM on chasing stock and order management.
• Monitoring of logistics calendar including cut-off/invoicing dates.
• Place internal sample orders on behalf of specific retailers with the customer service team on a monthly basis.
  
  

Trade Operations

• Provide sell-in vs. target and sell-through reports for all launches for KAM.
• Provide assistance in the organisation and operation of promotional activities and visits on-site.
• Participation in monitoring and maintaining the P&L, through updating the business plans, outlining retail and gross sales, returns, markdowns and trade marketing.
• Prepare New Line Forms for all launches and promotions for the retailers.
• Administer the exchange of information with retailers, e.g. stock allocation for new launches, discontinued lines, promotional markdowns and replenishment issues.
  
  

Supporting Meetings

• Prepare information and slides for Retailer Strategy Meetings and monthly business reports.
• Prepare ad-hoc reports when required for designated retailers.
  
  

Administration

• Set up timely and correct Purchase Orders and ensure valid coding of invoices for all committed spend.
• Ensure the committed spend is within budget for the retailer group.
• Review and approve underpayments and advise of overdue accounts with Finance team.
• Record and file funding confirmations for all agreed promotional, trade marketing activities and returns.
• Raise RGA’s for agreed stock collections once approved.
• Attend monthly underpayment meetings to align on all outstanding invoices (FGTT, markdowns etc.) and returns.
• Manage and follow-up application of new account creation/closure (ACD forms) providing update to Head of Retail & Education.
• Competitor analysis; review on a weekly basis competitor brand launches, visibility (online & offline).
  
  

Profile

PERSON SPECIFICATION Key Competencies/Technical Skills Excellent communication skills – both written and verbal Attention to detail is paramount! Customer focused Strong analytical skills for reports Superior organisational skills Adaptable High Business Acumen Able to multi task & work to own initiative Able to deal with ambiguity Proactive and Solution Oriented Competent user of Excel, Word and Powerpoint SAP experience preferred Profile Graduate Team Player Enthusiastic Innovative thinker Accurate with strong numeric skills Fluent in English

Additional Information

POSITION WITHIN THE ORGANISATION

Reports To: Key Accounts Manager

Internal: GM

• Commercial Director
• Sales team (Inc. Retail Manager)
• Marketing
• Customer Service
• Merchandising
• Training
• Field Sales Team
  
  

Direct Reports: N/A

External: Primary Retailer Contacts: Buying Secondary Retailer Contacts: Accounting, Marketing, Merchandising and Online