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Sr. Account Manager (LDB) Caribe

Miami, FL, Florida

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Permanent

Florida

Miami, FL

Sales

Full - Time

27-May-2025

Job Title: Sr Account Manager, LDB Caribe Territory

Division: L’Oreal Dermatological Beauty

Reports To: Director, Commercial Lead, LDB Caribe Territory

Who We Are:

For more than a century, L’Oréal has devoted its energy, innovation, and scientific excellence solely to one business: Beauty. Our goal is to offer each and every person around the world the best of beauty in terms of quality, efficacy, safety, sincerity and responsibility to satisfy all beauty needs and desires in their infinite diversity.

What You Will Do:

This position is responsible for leading the sales’ strategic and tactical efforts for the assigned market, overseeing the activities of the Account Managers. The Sr Account Manager directs and optimizes LDB’s most valued consumer relationships.

This position is responsible for achieving sales volume, market share, and profit objectives for the Caribbean market through distributors, local and national accounts, through acceptable account management practices to include planning, coordinating, and executing the company's selling strategies. Also, establishes a leadership role in development plans, learning, and organizational development.

Sales & Financial Performance:

+ Collaborate with the Division Director to develop Objectives, Goals, Strategies, and Measures (OGSM).

+ Achieve or exceed annual sales objectives for the Caribe territory, managing key aspects of the P&L, including promotional budget, returns, A&P, structural discounts, display support and other financial impacts across all distributors and accounts.

+ Develop sales and financial reports (monthly sell-in/sell-out data, quarterly trends).

+ Develop and execute account-specific annual business development plans with clear, measurable growth strategies. This includes expanding distribution of new products, implementing effective promotional programs, driving consistent retail sales growth, increasing market share (both dollar and unit), optimizing shipment volume and maximizing ROI.

+ Provide accurate and timely sales forecasts, incorporating baseline sales, promotional activity, display volume, anticipated returns, and potential markdown expenses. Conduct monthly reviews with Account Managers to ensure forecast accuracy and alignment with overall market projections.

+ Collaborate with the finance and business optimization teams to monitor budget performance against the P&L. Analyze sales data, identify growth opportunities, and implement strategies to maximize profitability.

+ Manage distributor ordering process and communication across all US support teams.

Account Management & Relationship Building:

+ Cultivate and maintain strong, collaborative relationships with key decision-makers and influencers within distributors and accounts to proactively identify and address challenges and capitalize on business opportunities.

+ Proactively identify and resolve client issues, developing mutually beneficial solutions that address challenges and strengthen the L'Oréal-client partnership.

+ Lead quarterly business reviews with distributors and accounts to discuss performance, address challenges, and collaboratively plan for future growth. Conduct regular point-of-sale visits to evaluate sales fundamentals, including pricing, distribution, assortment, secondary displays, promotions, and planogram compliance.

+ Maintain comprehensive account profiles, capturing key information and insights to identify growth opportunities and tailor sales strategies for each client.

+ Ensure all client contracts are current, up-to-date, and compliant with company policies.

Team Leadership & Development:

+ Lead, coach, and mentor a high-performing team of Account Managers. This includes recruitment, selection, onboarding, training, performance monitoring, and appraisal. Establish clear KPIs for the Account Managers aligned with annual goals and objectives. Foster a culture of continuous improvement within the team.

+ Collaborate effectively with internal teams, including Brand Activation Leaders (BAL), Marketing, Category Development, and Commercial Finance & Demand, to ensure alignment and support for account strategies.

+ Actively participate in team meetings and contribute to the overall success of the Caribe territory sales team. Share best practices and learnings to foster a collaborative and high-performing team environment.

+ Participate in sales training sessions and contribute to the development and dissemination of best practices for effective account management.

+ Manage the team's travel budget and support travel needs of functional teams.

Innovation & Market Analysis:

+ Leverage market data, including Nielsen and consumer research, along with internal sales data, to inform the development and execution of account-specific strategies related to pricing, promotion, distribution, and space management.

+ Ensure BAL & Account Managers align & submit innovation forecasts by account at least six months in advance and present comprehensive innovation plans at least four months in advance, outlining a clear strategic direction for point-of-sale execution in collaboration with BAL, Mkt and CatDev.

+ Co-lead with BAL & Marketing team twice-yearly innovation training sessions for distributors staff, direct sales teams and beauty consultants to gain in-depth knowledge of new products and marketing initiatives.

+ Lead, plan, and execute an annual Sales Summit to share best practices, align on strategy, and foster team collaboration.

Inventory Management:

+ Work closely with the Account Managers, Commercial Finance & Demand team to ensure optimal inventory levels for all distributors and accounts. Utilize inventory analysis to maintain the correct product mix and align inventory with demand in the territory.

What We Are Looking For:

Effectiveness Competencies:

This position requires an elevated level of leadership with influencing skills, planning, strategic vision, and perspective based on the following competencies:

+ Creativity (Degree of development difficulty = Moderate)

Desired level: Produces a lot of new and unique ideas. Easily makes connections among previously unrelated notions. Tends to be seen as original and value-added in brainstorming settings.

+ Integrity and trust (Degree of development difficulty = Easiest)

Desired level: Is widely trusted; is seen as a direct, truthful individual. Can present the untarnished truth in an appropriate and helpful manner. Keeps confidentiality. Admits mistakes. Does not misrepresent him/herself for personal gain.

+ Dealing with ambiguity (Degree of development difficulty = Hardest)

Desired level: Can effectively cope with change. Can shift gears comfortably. Can decide and act without having the total picture. Is not upset when things are up in the air. Does not have to finish things before moving on. Can comfortably manage risk and uncertainty.

+ Conflict Management (Degree of development difficulty = Hardest)

Desired level: Steps up to conflicts, seeing them as opportunities. Reads situation quickly. Good at focused listening. Can hammer out tough agreements and settle disputes equitably. Can find common ground and get co-operation with minimum noise.

+ Building effective teams (Degree of development difficulty = Hard)

Desired level: Blends people into teams when needed. Creates strong morale and spirit in his/her team. Shares wins and successes. Fosters open dialogue. Allows people finish and be responsible for their work. Defines success in terms of the whole team. Creates a feeling of belonging in the team.

+ Strategic agility (Degree of development difficulty = Hard)

Desired level: Sees ahead clearly. Can anticipate future consequences and trends accurately. Has broad knowledge and perspective. Is future oriented. Can articulately paint credible pictures and visions of possibilities and likelihoods. Can create competitive and breakthrough strategies and plans.

+ Negotiating and influencing at higher levels (Degree of development difficulty= Moderate)

Desired level: Can negotiate skillfully in tough situations with both internal and external groups. Can settle differences with minimum noise. Can win concessions without damaging relationships. Can be, both direct and forceful, as well as diplomatic. Gains trust quickly from other parties in the negotiations. Has a good sense of timing.

+ Process management (Degree of development difficulty= Moderate)

Desired level: Good at figuring out the processes necessary to get things done. Knows how to organize people and activities. Understands how to separate and combine tasks into efficient workflow. Knows what to measure and how to measure it. Can see opportunities for synergy and integration where others cannot. Can simplify complex processes. Gets more out of fewer resources.

+ Personal learning (Degree of development difficulty = Hardest)

Desired level: Picks up on the need to change personal, interpersonal, and managerial behavior quickly. Watches others for their reactions to his/her attempts to influence and perform and adjusts. Seeks feedback. Is sensitive to changing personal demands and requirements and changes accordingly.

+ Self-Development (Degree of development difficulty = Moderate)

Desired level: Is personally committed to and actively works to continuously improve him/herself. Understands that different situations and levels may call for different skills and approaches. Works to deploy strengths. compensating for weakness and limits.

+ Managing and Measuring Work (Degree of development difficulty = Moderate)

Desired level: Clearly assigns responsibility for tasks and decisions. Sets clear objectives and measures. Monitors progress and results. Designs feedback loops into work.

Functional Skills:

+ In-depth sensitivity to our métier

+ In-depth knowledge of products/category

+ Research and market data analysis

+ Knowledge of local retail dynamics and environment

+ Knowledge of competitors, markets trends and consumers

+ Financial knowledge (P&L, S21, Cost of Goods, sales forecasts)

+ Demonstrated strength in communication and influencing skills; communication must be of the highest quality both in written and in verbal form.

+ Ability to adapt advertising creative material, lead presentations, analyze data and translate into actionable business plans.

+ Knowledge of the brands

+ Interested in entrepreneurial environment.

+ Ability to drive deliverables in a fast paced and dynamic setting.

+ Desire to work in a team environment and foster cross-functional support and learning

Employee Profile:

+ Years of experience: 8-10 years’ experience in similar position, preferably in the Consumer Goods/Beauty Industry.

+ Education: BA in Marketing, Business Administration, or related disciplines; Masters is a plus. The equivalent of this in working experience is also acceptable for this position.

+ Languages: Fully bilingual: English (100%), Spanish (100%)

+ Travel: This may require traveling of 25%-40%

+ Systems: Microsoft Office with exceptional knowledge of Excel, Power BI, and business applications.

What’s In It For You:

+ Competitive Benefit Package (Medical, Dental, Vision, 401K, Pension Plan)

+ Hybrid Work Policy (3 Days in Office, 2 Days Work from Home)

+ Flexible Time Off (Paid Company Holidays, Paid Vacation, Vacation Buy Program, Volunteer Time, Summer Fridays & More!)

+ Access to Company Perks (VIP Access to L’Oréal’s Internal Shop for Discounted Products, Monthly Mobile Allowance)

+ Learning & Development Opportunities (Unlimited Access to E-learnings, Lunch & Learn Sessions, Mentorship Programs, & More!)

+ Employee Resource Groups (Think Tanks and Innovation Squads)

+ Access to Mental Health & Wellness Programs

Don’t meet every single requirement? At L'Oréal, we are dedicated to building a diverse, inclusive, and innovative workplace. If you’re excited about this role but your past experience doesn’t align perfectly with the qualifications listed in the job description, we encourage you to apply anyways! You may just be the right candidate for this or other roles!

We are an Equal Opportunity Employer and take pride in a diverse environment. We would love to find out more about you as a candidate and 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.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting [email protected] . If you need assistance to accommodate a disability, you may request an accommodation at any time.

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