Section 1: General Information


Job Title:               Director Sephora National Account


Function:               Trade Marketing


FLSA status:        Exempt


Division:                Kerastase & Shu Uemura


Supervisor Title:  Vice President, Marketing


Location:               NYO



Section 2:  Job Summary (limit your description to one paragraph):


Formulate and achieve retailer specific shared growth objectives in terms of annual net sales, retail sales volume, ranking, and strengthening of Kerastase and Shu Uemura brand positions. Lead forecasting of retailer specific sales benchmarks for new skus and ensure appropriate stock levels and product mix, take appropriate action, negotiate and leverage, to minimize returns and optimize OTB dollars. Ideate and Implement the Creative Strategy for Kerastase & Shu Uemura at Sephora in partnership with brand (Marketing & DMI) and Sephora teams.  Actively manage corporate budgets: promotional, advertising and creative costs. Partner with respective NYO departments to translate concepts into retailer specific action plans as well as propose and actively co-lead development projects which address retailer specific needs or opportunities, ultimately driving retail sales and gain of marketshare. Cultivate high level, in-depth understanding of retailer specific policies, CRM strategies, client facing opportunities, merchandising and staffing policies- actively communicate this information to GM, VP of Sales, VP of Education, VP of Ecommerce, AVP PR/Social/Digital, NYO. Liaise with buying office Teams including; Merchandising, Marketing, Ecommerce, Planning & Education to establish close relationships with key decision makers and influencers. Forecast sales seasonally and create competitive retail plan of action for Sephora account, negotiating for maximum exposure and value, revising plans and strategy by account as needed based upon actualized sales and changes in market. Represent the Kerastase  & Shu Uemura brands in high visibility retailer specific corporate meetings and strategy sessions, ensuring image, presentation and actions support brand equity and the strengthening of brand position. Strong management skills with 1 direct report.


Section 3:  Job Requirements (Minimum number years of experience, skills, certification and academic background required to perform this job):


1. Bachelor degree and minimum of 7 years experience in beauty or retail management

2. Self motivated, results oriented, creative thinker

3. Strong communication, presentation and organizational skills

4. Analytical in approach to identifying opportunities

5. Strong negotiation skills

6. Proven experience in managing sell in account responsibilities, Sephora preferred

7. Proficient computer skills necessary – Microsoft Office (Word, Excel, PowerPoint, Outlook)




Section 4:  Judgment and Decision Making (Describe the nature and impact of decisions required for this position as well as the type of supervision required for this position from the following; Close, Moderate, Intermittent, None):


Strong judgment and decision making skills are essential in conjunction with high levels versatility and ability to deal with ambiguity. Must be able to operate independently, with little supervision. Director in close communication with GM, VP of Sales, VP of Marketing, VP of Learning, VP of Ecommerce, AVP PR/Digital/Social, Marketing Teams internally and with account(s) VPs, DMMs and Buyers, Division Heads of Staffing, Planning, Store Design, Advertising and e-commerce.  Moderate communication with Account Presidents & GMMs. 




Section 5: Essential Physical Requirements (if applicable – i.e. lifting – exactly how much, bending, climbing, driving equipment):


Ability to lift and carry 25 pounds




Section 6:  Financial Scope (if applicable):


P&L Responsibility for Sephora account (s) inclusive of capital expense, advertising, demonstration, in store/ promotional spend. Annual Net Revenue Responsibility for Sephora Account.  Annual Budget Responsibility: Personal T&E, Coop, Freelance, In store decoration, Retailer Strategy Meetings and presentation budgets





Section 7:  Essential Duties and Responsibilities:

Tasks, Duties & Responsibilities

% of time spent.

Total should = 100%

1.  Achieve retail and net goals for the area.  Establish goals in conjunction with senior management.  Negotiate appropriate stock levels and returns by account. Consistently monitor shipments, changes in product availability, proactively identify OOS product risks or up ticks in demand and manage product dis/ phase outs to minimize non-productive inventory. Facilitate open channels of communication between Kerastase Sales Operations and Accounts.



2.  Responsible for cultivating and strengthening strategic retailer relationships. Communicate the Kerastase & Shu Uemura brand vision and strategy to the retailers. Analyze, plan, influence and implement mutually beneficial, shared retail plans with the account(s) to achieve both immediate and long term growth objectives. Prepare presentation decks for retailer meetings including Top to Top Meetings, Seasonal Market Meetings, Account sponsored corporate meetings and also Kerastase National Sales Meetings and Seasonal Planning Meetings. Understand and translate retailer strategy to Kerastase GM, VP of Sales, VP of Marketing, VP of Ecommerce, AVP PR/Social/Digital, VP of Education, Marketing Categories and Sales Field.




3.  Develop promotional calendars by season for account(s).  Position, plan and strategize product launches and promotions by account, ensuring optimal dates are secured.




4.   Understand and translate retailer strategy to Kerastase GM, VP of Sales, VP of Marketing, VP of Ecommerce, AVP PR/Social/Digital, VP of Education, Marketing Categories and Sales Field.




5. Budget Management: Advertising, In store Visual Spend, Presentations, Cap Ex, T&E for self. 



6.  Own the strategy and collaborate with sales and marketing to bring a digital mindset to retailer programming.  Set KPIs, map promotional calendar, host meetings and ultimately be responsible for the achievement of sales and penetration growth for this channel.  Own overall analytics including ensuring fine-tuned capabilities to track, measure and report on all KPIs with special attention to promotional marketing results and assortment management for





Section 8:  Required Competencies:


1. Manages Complexity

Reasons from multiple perspectives, analyzing issues by combining active listening, keen observation, reasoning and solid judgment skills. Simplification of complex issues by having robust knowledge and insight of the motivations of all parties and awareness of external influences/ policies in order to accurately identify the true issues at hand. Makes decisions with confidence and courage, attacking problems and finding solutions to dilemmas. 

2.  Interacts Effectively

Communicates clearly and confidently, adapting to the communication preferences of others in order to maximize effect of message. Actively listen to both internal and external  partners to develop full understanding of perspectives and other points of view. Decisively take a stance, present beliefs and ideas that may be new or contrary to existing status quo. 


3.  Achieves Results with Integrity

Demonstrates engagement, proactive mindset, commitment and resilience. Remains positive in the face of unexpected changes and setbacks, adjusting priorities and actions, proactively engaging in risk assessment. Driven to achieve quality results and deadlines on multiple ongoing projects. Director models ethical decision making, delivering results in accordance to L’oreal Code of Business Ethics.



4.  Demonstrates Entrepreneurship

Director must be autonomous and resourceful, fully exploring problems, crafting innovative solutions and elevating information in timely manner to appropriate parties. Engender trust and belief in brand from retail customers via direct contact and close communication. When presented with problems or dilemmas, Director analyzes existing process to determine efficiency gaps and proposes alternative solution to create value and reduce wasted time and resources.


5.  Displays Sensitivity to the “Métier” of L’Oreal

Focuses on quality and excellence of work for self and team. Constantly integrates new technique and strategies to improve quality of work. In tune with beauty business trends, product innovations, changes in consumer purchasing, evolving beauty consumer service expectations and various missions of retail accounts.


6.  Acts/Leads with Human Sensitivity

Adapting behavior to respect different personalities and cultures, listening and interacting with equal respect to all levels, functions and business partners. Leading Cross functional teams in demanding but fair way, transforming work pressure into constructive energy for action. Explains brand goals and strategic objectives of projects, sharing know-how and experiences, creating climate of trust and sharing responsibility.


7. Innovates

Demonstrates curiosity, actively observes and investigates trends, changes and events in beauty field. Imagines original ideas and solutions to create future value. Fosters climate of trust that empowers others to share ideas and proposals without reservations.  

Please note:  This job description does not list all duties of the job.  Employees may be asked by management to perform other duties.  The employer has the right to revise this job description at any time.

We are an Equal Opportunity Employer and take pride in a diverse environment. We 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 require a reasonable accommodation to complete an application for a recognized disability under applicable law, please email [email protected]. Please note this email will only respond to specific requests for assistance completing the application as a request for accommodation for a disability. All others will not be considered.