National Account Manager ESPA

We're a fast-moving, global technology group that specialises in taking brands direct to consumers. We're home to a portfolio of leading brands and sites including Myprotein, ESPA, LOOKFANTASTIC, and Cult Beauty, all of which are powered by our fully integrated digital commerce ecosystem, THG Ingenuity.

We handle everything in-house, including technology, content creation, e-commerce, marketing, manufacturing, new product development, and logistics. This comprehensive approach ensures we can fully realise our vision and maintain our leadership in a rapidly evolving global industry.

Life at THG Beauty

We're home to market-leading websites like Lookfantastic, Dermstore & Cult Beauty- all of which are loved and trusted by millions of fans worldwide. We are also proud to have a portfolio of premium brands including the likes of Biossance, Perricone MD, ESPA, Ameliorate and Christophe Robin. We partner with a network of more than 19,000 influencers to ensure brands can reach their audience anywhere in the world. It's an incredibly exciting time to be joining the team.

Why be a National Account Manager for ESPA?

A sought after opportunity for the luxury wellness brand of ESPA. You will be responsible for nurturing and growing strategic and commercial partnerships with a wide range of Retailers and E-tailers. You'll be a forward-thinker, pushing boundaries and forging cross-functional relationships to organically grow both brand and partner sales. Working cross-functionally with Retail teams and Wholesale partners to deliver overall business goals, you'll be a true brand ambassador. We're looking for someone who is highly numerate, target-driven, strategic, hands-on, and extremely passionate.

As a National Account Manager for ESPA, you will:

PARTNER RELATIONSHIPS:

• Conduct successful negotiations on terms, including but not limited to pricing, distribution, space, location, online representation, and marketing opportunities.
• Execute and form Joint Business Plans for partner accounts.
• Contribute to presentations such as account reviews, NPD launches, strategic calendar updates, internal reviews, and strategy meetings.
• Build strong working relationships with key partner stakeholders.
• Build relationships with retail staff where the brand has a physical representation. Use data to optimise activations/events and joint business plans.
• Build relationships with merchandise teams and operational functions to deliver goals.
• Create a joined-up communication approach to build strong retailer relationships, aligning central conversations with sales floor & online execution.

DRIVING PERFORMANCE:

• Manage, monitor, and optimize sales performance.
• Manage category and individual account performance to identify opportunities and strategic needs.
• Deliver against an annual wholesale sales target.
• Manage forecasting, inventory, and assortment in partnership with the demand planner.
• Own and drive all net sales forecasting for designated retailers, assessing risks and opportunities in a timely and quantified manner.
• Identify opportunities to sell in additional revenue by assessing sell-through and PO management.
• Monitor and manage inventory shortages, feeding back where appropriate.
• Work to and manage P&L, balancing investment with top-line opportunity; monitor retailer profit contribution.
• Lead conference calls with retail partners and ESPA team members to review all business opportunities and issues.
• Provide weekly account business recaps and monthly reporting detailing and analysing sell-through by SKU, ranking, productivity, stock & sales, and competitive analysis.
• Oversee Retail Team, Rota, Holiday & welfare management.
• Support the recruitment process internally.
• Financial management of budget for expenses, FOC, overtime, and temp budgets.

CROSS-FUNCTIONAL WORKING:

• Work closely with Operations, Visual Merchandising, Brand Marketing, Training, PR & Social teams to create and deliver a joint business plan for partners covering activation of key launches and marketing moments, events, store/retailer animation, considering both customer acquisition and retention.
• Review implementation and performance of annual strategy vs expectations on a quarterly or appropriate frequent basis.
• Align launch, animation, and promotion plans with the central brand team to ensure a consistent and phased plan across all retailers within the region, avoiding unnecessary conflicts of activity.
• Responsible for reviewing product assortment & sales productivity by SKU and shelf to maximize productivity.
• Due to the nature of the role, it requires a hybrid approach to working between both the office and in the field.

What skills and experience do I need for this role?

• Previous wholesale/account management/retail experience, ideally within the Beauty industry.
• Strong understanding of retail levers and techniques to drive sales across B2B including traditional bricks & mortar, online pure players, and hybrid business models.
• Strong analytical skills.
• Ability to influence at all levels.
• Highly organised by nature with excellent diligence.
• The ability to troubleshoot and problem solve.
• Clear and concise communication, including being comfortable with communicating in front of groups and key external stakeholders.
• Professional, supportive with a positive can-do attitude.
• Ability to compile business case justification to influence and support business-critical decisions.
• Strong Excel skills and ability to work with internal ordering systems.

What's in it for me?

• Access bespoke development programmes that have been designed and developed by our in-house L&D team.
• Continued development through our upskilling programme that is delivered in partnership with an industry-leading training provider.

Enhanced Leave

• 25 days annual leave plus bank holidays.
• Don't want to work on your birthday? We don't either! Enjoy your day off on us!
• Enhanced maternity and paternity pay, depending on length of service.
• Up to 10 days compassionate leave.
• Buy back up to 3 days each year.
• Access face-to-face and virtual appointments with our in-house GP.
• Access our in-house CBT therapist.
• Access our 24/7 Employee Assistance Programme (EAP) which is provided by Bupa.
• State-of-the-art on-site gym.
• Access to our on-site physio.

Other Perks

• Save up to 12% on the cost of personal tech through our salary sacrifice scheme.
• Subsidised bus pass from Manchester City Centre to our ICON office.
• Up to 50% staff discount on THG brands.
• On-site staff shop.
• Access to on-site barber.
• Know someone who would be perfect for THG? Refer them and get up to £1000 when they pass their probation.
• Anniversary gifts when you hit 5 and 10 years of service.

THG is proud to be a Disability Confident Committed employer. If you are invited to interview, please let us know if there are any reasonable adjustments we can make to the recruitment process that will enable you to perform to the best of your ability.

THG is committed to creating a diverse & inclusive environment and hence welcomes applications from all sections of the community.

Because of the high volumes of applications our opportunities attract, it sometimes takes us time to review and consider them all. We endeavour to respond to every application we receive within 14 days. If you haven't heard from us within that time frame or should you have any specific questions about this or other applications for positions at THG, please contact one of our Talent team to discuss further.

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