ESTEE LAUDER (VIETNAM) LLC. ★ 3.0

KEY ROLES & RESPONSIBILITIES
List the responsibilities of the job in order of importance and indicate percentage of time spent on each. Begin each entry with an action verb and address the following topics:
- Decision Making – Indicate type of decisions typically made and the overall impact of those decisions.
- Problem Solving – Indicate the nature of problems regularly encountered and the complexity of the solutions.
- Independence of Action and Accountability – Indicate the general degree of independence which may range from closely monitored to setting direction.
-Budget Responsibility – Indicate degree of financial accountability. Include actual amount of operating budget and/or cost savings. Include net sales plan responsibility, if applicable.
- Leadership – Indicate management responsibility including planning for the department’s future needs, operations, hiring, performance management, salary decisions, talent planning, etc. (i.e., one team, multiple teams, etc.).

• Leads the Affiliate total sales B&M channel strategy, working in partnership with Brands, Online and Enterprise Marketing & Data to developing strategies in line with overall brand strategy and long term, sustainable, profitable growth
• Collaborates with Brand, Enterprise Marketing & Data and Online Lead to set annual commercial strategies and targets to deliver on strategic objectives and lead the commercial team to deliver on the KPIs – e.g. retail and net sales, Returns % to NS, Demo % to NS, Discounts/Bonification, CRM KPIs
• Leads monthly Sales LE reviews, consensus meetings and IBP meetings in consultation with Finance, Brand and Online Leads
• Builds collaborative, trusted relationships with retail partners to ensure ELC is the business partner of choice, ensuring early identification of major business opportunities.
• Leads the bi-annual / quarterly JBP meetings with Retailers, in close partnership with Brand, Online, Enterprise Marketing & Data Lead
• Stays abreast of market landscape, commercial trends, and competition to identify distribution and commercial opportunities.
• Partners with Enterprise Marketing & Data to provide strategic overview of retail trends, behaviors, sales performance, launches, GTM execution.
• Guides, develops, and coaches the Commercial team to manage field operations, deliver monthly sell-through targets and continuously improve sales force productivity.
• Guides, develops, and coaches Sale Personnel to:
− Build retailer relationships to ensure ELC is top-of-mind in stock maintenance and for all partnership opportunities.
− Work with brand teams to build and implement JBPs
− Collaborate and negotiate with retailers to achieve monthly and quarterly retail and wholesale targets
− Manage returns and discounts within budget, aligning with Finance & BGMs
− Coordinate ELC responses to retailer ad-hoc requests, e.g. promotional programs
• Guides, develops, and coaches Commercial Planning Personnel to:
− Partner with Retail Operations Manager and Online COE to provide the omni-channel sales planning analysis and reporting, including Net Shipment summaries, retail and net sales run rates.
− Track and communicate trade and promotional activity planning to Demand Planning/ Customer Service/ Brand Marketing to ensure Retail driver planning and anniversary planning.
− Analyze data for trends, risks & opportunities, reporting and presentations.
• Drives collaboration amongst Brand teams, Commercial team, Enterprise Marketing & Data team and Online team to ensure alignment, including leading period Commercial forums for sharing and leveraging of best practices.
• Drives continuous improvement of commercial processes, pushing to be best in class.
• Ensures policies and procedures compliance across all aspects of Commercial operations
• Plans and controls the Commercial department Opex budget
• Negotiates with retailers for store opening & renovation, guaranteeing the best space and location for ELC representation
• Works with the Regional Design Centre to ensure new counters and stores are on time, on budget, and focus on sustainability
• Manages Company Cosmetic / Corporate stores, driving profitable retail sales and, working with DPIM & Customer service proactively to achieve excess targets and reduce stockholding

Key Account Management
• Achievement of financial goals – delivering net budgets whilst driving profitability, working collaboratively with customers/retailers and internal stakeholders
• Develops and executes strategic plans to deliver wholesale targets, keeping net shipment plans updated based on trade and promotional activity
• Ensures all financial trackers are updated within agreed timelines – wholesale, retail, discount rebates, returns
• Overall responsibility for retailer collaboration with WSSI / MSSI and OTB cascading to relevant brand teams
• Has full understanding on the store operations and activities of each retailer and works in conjunction with the field-based store team to deliver dynamic wholesale and retail results
• Builds collaborative relationships with retail partners and Brand teams, working together to build and implement strong plans, with the ability to quickly identify relevant sales opportunities in order to achieve targets
• Participates proactively in promotional and NPD launch planning processes, working collaboratively with Brand Marketing and Demand Planning teams
• Partners with Brand and Enterprise Marketing & Data team to Identify any future growth / current launch plan opportunities
• Continually analyzes wholesale and retail data to identify strengths and weaknesses and spot trends. Interprets and analyzes data to develop a contingency plan for business-critical issues and re-prioritize in line with the changing needs of the business, in agreement with Brand General Manager
• Holds regular store visits with Sales team to understand the commercial and retail environment and seek feedback on challenges and successes, to build into future planning and develop new best practices
• Effectively communicates with field team to brief on retailer strategy and opportunities to maximize wholesale and retail sales

HIGH-PERFORMANCE LEADERSHIP COMPETENCIES
The High-Performance Leadership Competencies provide the framework to build and grow the skills, knowledge, and behaviors in each employee to lead from every chair. Everyone is expected to lead in every position. All of the High-Touch Leadership Competencies are important to success. However, in each position there are three competencies that are imperative for job success.
- Thinks Strategically: Takes a broad view of the business, industry, and consumer environment to anticipate
and plan for the future. Identifies the focus and defines where to play, how to win and what capabilities and
management systems are required.
- Aligns and Engages the Team in the Vision: Provides clarity to each team member on their role in achieving
the vision, strategy, and goals.
- Embraces and Initiates Change: Distinguishes what to preserve and what to change. Has the courage to
initiate and lead the changes that drive success.
- Develops Talent and Capabilities: Identifies and cultivates essential skills and attributes to maximize
individual contribution and engagement.
- Energizes and Enables Others: Ignites passion and releases potential to drive success.
- Builds Collaborative Relationships: Builds relationships based on trust and respect. Promotes the inclusion
of diverse knowledge, skills, and experiences to achieve results.
- Demonstrates Learning Agility: Ability to anticipate change, face reality, draw conclusions, and swiftly
mobilize to adapt to changing needs and demands.
- Drives Creativity and Innovation: Focuses on areas of highest potential. Creates newness or connects
knowledge in new ways to create the unexpected. Ensures that the creativity and innovation pipeline
are aligned to achieve strategy and goals.
- Strives for Excellence in Execution: Proactively seeks ways to improve personal and organizational
effectiveness to meet current and future business needs. Learns equally from successes and failures.