For 115 years, L’Oréal, the world’s leading beauty player, has devoted itself to one thing only: fulfilling the beauty aspirations of consumers around the world. Our purpose, to create the beauty that moves the world, defines our approach to beauty as essential, inclusive, ethical, generous and committed to social and environmental sustainability.

When beauty and tech collide, the impossible can happen!

In our journey, we are looking for talented individuals who can lead us on this mission.

Are you passionate about luxury make-up and beauty? Do you have natural affinity with people and enjoy imparting new beauty knowledge? Would you like to be a part of the adventure?

We have a suitable position of Key Account Manager for Modern Trade in the LDB Division at L’Oréal India.

You should have 4 - 5 years of relevant work experience preferably with FMCG/Beauty sectors with 2-3 years of experience in Key Account Management. The location of the job will be Mumbai - HO.

Key Responsibilities & Deliverables:

I. Strategic Account Management & Business Development:

1. Top-Line Delivery & Growth:
   • Revenue Accountability: Achieve and exceed annual sales targets (top-line) for assigned key accounts, contributing significantly to the overall business objectives.
   • Volume & Value Growth: Drive both volume and value growth across the product portfolio within the accounts.
   • New Business Opportunities: Identify and secure new business opportunities within existing accounts, including new store listings, category expansions, and channel diversification.
2. Offtake Management & Sell-Through:
   • Monitor & Analyze Offtakes: Continuously track and analyze sales-out data (offtakes) to understand consumer buying patterns, product performance, and promotional effectiveness.
   • Inventory Optimization: Collaborate with customer and internal supply chain teams to ensure optimal stock levels, minimize out-of-stock situations, and manage inventory efficiently to drive consistent offtake.
   • Promotional Effectiveness: Evaluate the ROI of promotional activities based on offtake data and adjust strategies for future campaigns to maximize sell-through.
3. Expansion & Distribution:
   • Distribution Penetration: Work towards expanding the brand's footprint within the key accounts by increasing SKU listings, category presence, and securing prime shelf space.
   • New Store/Format Entry: Facilitate the listing and launch of products in new stores, formats, or regions of the modern trade chains as they expand.
   • Geographic Expansion: Identify opportunities for brand expansion into new geographical territories covered by the modern trade partners.

II. Financial Management & Profitability:

1. Budget Management:
   • Allocate & Control: Develop, manage, and control trade marketing budgets and promotional spends allocated to key accounts, ensuring optimal utilization and adherence to company guidelines.
   • ROI Analysis: Conduct rigorous return on investment (ROI) analysis for all trade investments and promotional activities to ensure profitability and effectiveness.
   • Negotiation: Skillfully negotiate trade terms, discounts, and promotional budgets with key accounts to secure favorable agreements while maintaining profitability.
2. Profitability & Margin Management:
   • Gross Margin Improvement: Identify opportunities to improve gross margins through effective pricing strategies, cost optimization, and mix management.
   • Cost-to-Serve Analysis: Understand the cost-to-serve for each key account and work towards optimizing operational efficiencies to enhance profitability.

III. Category Management & Joint Business Planning:

1. Category Management (CM) Expertise:
   • Data-Driven Insights: Utilize market research, consumer insights, and sales data to develop category-specific strategies that drive growth for both the brand and the retailer.
   • Assortment Optimization: Recommend optimal product assortments based on consumer demand, category trends, and space allocation, ensuring the right products are available at the right time.
2. Category Growth Management:
   • Joint Growth Initiatives: Proactively identify and propose joint initiatives with the customer to drive category growth, leveraging consumer trends and L'Oréal's brand strength.
   • Market Share Gain Strategies: Develop and implement strategies aimed at increasing market share within the categories handled, analyzing competitor activities and market dynamics.
3. Joint Business Planning (JBP):
   • Strategic Collaboration: Lead the development and execution of annual Joint Business Plans with key accounts, setting mutual objectives, strategies, and KPIs.
   • Regular Reviews: Conduct regular business reviews (e.g., quarterly, half-yearly) with key accounts to track performance against JBP objectives, discuss challenges, and adapt strategies.
   • Relationship Building: Foster strong, collaborative, and long-term relationships with key decision-makers at various levels within the client organization.

IV. Market Share:

1. Driving Key Initiatives for Market Share Gains:
   • Promotional Strategy: Conceptualize, plan, and execute impactful promotional campaigns and marketing initiatives tailored to the specific needs and shopper behavior of each key account.
   • New Product Launches: Lead the successful launch of new products within modern trade, ensuring optimal listing, visibility, and promotional support.
   • Competitor Analysis: Continuously monitor competitor activities, pricing strategies, and promotional initiatives within modern trade and adapt plans accordingly.
2. Event Participation & Visibility:
   • In-Store Activations: Plan and execute engaging in-store events, demonstrations, and brand activations to enhance consumer engagement and drive sales.
   • Trade Shows & Exhibitions: Coordinate and ensure effective participation in relevant trade shows, retailer-specific events, and other joint marketing opportunities.
   • Visibility & Merchandising: Ensure excellent visibility, merchandising standards, and point-of-sale material deployment across all stores of the key accounts.
3. Understanding of Execution Metrics (Indian Modern Trade Business):
   • In-Store Compliance: Monitor and ensure high compliance rates for promotional execution, planogram adherence, and merchandising standards in stores.
   • Fill Rates & OSA (On-Shelf Availability): Track and improve fill rates and on-shelf availability metrics, working closely with the supply chain and field sales teams.
   • Retailer Data Analysis: Proficiency in analyzing various retailer data points (e.g., scan data, loyalty card data, inventory reports) to derive actionable insights and improve performance.
   • Field Team Coordination: Work in close collaboration with the field sales team to ensure effective implementation of account plans at the store level.

V. Team Collaboration:

1. Internal Stakeholder Management:
   • Collaborate effectively with internal teams including Marketing, Supply Chain, Finance, and Field Sales to ensure seamless execution of account plans and resolution of issues.
   • Provide regular feedback and insights from key accounts to internal teams to inform product development, marketing strategies, and operational improvements.
   • Reporting & Communication: Provide regular, accurate, and insightful reports on account performance, market trends, and competitive activities to senior management.

This role requires a proactive, results-oriented individual with strong communication, negotiation, and analytical skills, capable of building enduring partnerships and navigating the complexities of the Indian modern trade landscape.

Key Relationships: 

• Internal Interactions: Marketing, Commercial, Education, Financial Control and Supply Chain
• Reports into the Commercial Director

Physical Demands (e.g. % travel):

• Travel will be need based.

Education:

• MBA

L’Oréal is committed to building a diverse environment and is proud to be an equal opportunity employer. L’Oréal closely prohibits discrimination against any employee or applicant for employment because of the individual’s race, colour, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, or any other characteristic protected by law.