Key Account Manager, EMEA

The Key Account Manager Sephora EMEA will play a pivotal role in executing the sell-in and sell-through strategy for key retail accounts within the region, with a strong focus on Sephora Europe. This individual will be responsible for driving revenue growth, optimizing promotional programs, analyzing sales data, and meeting profitability objectives.

Reporting into the Head of EMEA, this role requires a strategic, analytical, and results driven professional with a deep understanding of the beauty retail industry. The Key Account Manager will work cross-functionally with internal teams while developing and maintaining strong partnerships with the retailer to ensure the continued success and expansion of the ABH business.

Key Responsibilities

Sales Planning & Inventory Management

• Develop and execute strategic sales plans in alignment with the company’s growth and revenue targets, collaborating with retailer buying and planning teams.
• Work closely with internal cross-functional teams to oversee sales projects, ensuring seamless execution.
• Forecast new product launches, manage inventory planning, and ensure optimal stock levels to support sell-through.
• Anticipate changes in business trends, incorporating promotions and new store openings into planning.
• Communicate key product launches, pricing, allocations, out-of-stock statuses, and special programs to retailer buying teams.
• Ensure retailer order accuracy for new product launches and core assortment replenishment.
• Address stock concerns and resolve inventory challenges to optimize sales performance.
• Oversee return-to-vendor (RTV) authorization and tracking while adhering to internal budget controls.

Retail Sales Targets & Budget Management

• Drive the achievement of retail sales plans and corporate key performance indicators (KPIs) for the region.
• Build and maintain strong relationships with key retail partners and internal stakeholders.
• Implement strategic initiatives to maximize sales, ensuring alignment with corporate objectives.
• Effectively manage territory budgets in accordance with company policies and financial guidelines.
• Identify market opportunities and risks, proactively addressing them to drive business success.
• Ensure timely completion of all administrative responsibilities and reporting requirements.

Reporting & Analysis

• Conduct detailed sales reporting and performance analysis, including bestsellers, product mix, door rankings, and topline sales versus plan.
• Lead weekly business reviews with sell-in & sell out tracking to measure performance and identify opportunities for growth.
• Prepare and reconcile monthly business plans, ensuring alignment with financial targets.

Marketing & Merchandising Strategy

• Partner with retailers and internal teams to ensure optimal in-store and online merchandising, fixture updates, and visual presentations.
• Develop and implement strategic promotional calendars, aligning marketing initiatives with business objectives.
• Collaborate with marketing teams to develop retailer-specific marketing campaigns, including digital activations, sampling programs, and email marketing.
• Ensure the successful execution of retailer-led marketing initiatives, leveraging brand assets and promotional tools to drive sell-through.
• Optimize SKU management by developing sell-through strategies for discontinued products and new launches.

Cross-Functional Leadership & Organizational Management

• Oversee the submission of assortments, setup forms, and marketing assets by the sales coordination team.
• Lead cross-functional teams in the development of impactful sales proposals and presentations for retailer meetings and market conferences.
• Continuously identify process improvements and optimize internal workflows to enhance productivity and efficiency.

Qualifications & Experience

• Must have a minimum of 5 years of experience in Account Management. 
• Proven experience in a specialty retail selling environment, preferably in cosmetics, beauty, or luxury retail. Sephora experience a plus.
• Track record of success in account management, sales, or regional business development roles.
• Strong leadership skills with the ability to inspire, coach, and drive teams toward excellence.
• Strategic thinker with the ability to translate data-driven insights into actionable plans.
• Demonstrated ability to achieve sales targets and key performance indicators (KPIs).
• Exceptional relationship management skills, with the ability to build strong partnerships with both internal teams and external retail partners.
• Bilingual proficiency in French and English is required; any additional European languages are a plus.
• Proficiency in Microsoft Office Suite, including Excel, PowerPoint, and Outlook.
• Strong communication, negotiation, and presentation skills, with the ability to influence senior stakeholders.
• Highly organized, detail-oriented, and self-motivated, with a proactive approach to problem-solving.
• Ability to thrive in a fast-paced, dynamic work environment while maintaining a high level of adaptability.