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KEY ACCOUNT MANAGER - SUNGLASS SPECIALTY/DPT STORE
(Ref: 0008H)
Oakley
Location: Foothill Ranch
Experience: 4 years
Rate: N/A (Full-Time)
Job Description
The Sunglass Specialty/Department Store Key Account Manager communicates and manages Oakley/ISD optics technology, heritage, brand and strategies to Sun Specialty/Department Store Accounts, evaluates and develops account plans, and conducts frequent market visits to assess in market sales and marketing execution. Full accountability for ensuring Sun Specialty and Department Store key account goals and targets are achieved and within planned budget.

BASIC FUNCTIONS:
The role of SS/Dept Store Key Account Manager has responsibilities spanning from owning the annual account plan to daily execution of the optics product vertical.

Annual:
Evaluate/develop account plans - marketing and sales tools, merchandising, product, SMU's, shipping, rep, training needs, assortment, displays, events.
Execute and monitor overall strategies and performance of all accounts - account sophistication, vendor agreements, inventory levels, sell through data, sales performance (sales by channel, KA, product mix, etc.).
Drive input on the development and refinement of the forecast based on the conceptual line plan.
Construct and own account budgets by product vertical - revenue and required Opex budget (monthly and quarterly forecast s to NA Sales Director).
Determine product opportunities within current accounts and develop sales plan (i.e. if an account currently only buys in to optics, then work with AFA focused Sales Manager to try to bring in AFA).
Attend relevant trade shows.

Quarterly/Monthly/Daily:
Identify account needs - product, marketing, contests, sales support, overall business relationship through constant interaction/feedback with owned accounts and provide input to Product Line managers via the C2C process.
Work with Channel Sales Directors to identify best business practices by channel while leveraging regional assortment and marketing efforts.
Seek out new account opportunities - new accounts, improvement in current accounts (replenishment, shop in shop, assortment planning, training).
Identify training needs within each account and communicate needs to NA Sales Director. Provide input to the US training team on training vehicles for in store training by channel - OMatter.com, global training, shop ambassadors, tech reps, Rolling O, tours/events.
Determine and manage sampling and merchandising needs for the channel (product samples, POP, displays, fixtures).
Develop criteria, financial impact and calendar for sales contests for the year by initiative and monitor and gather contest results.
Conduct frequent market visits to assess in market sales and marketing execution: POP, windows, sales tools, displays, etc.
Gather feedback from US Marketing Org - product stories, marketing campaigns, sales techniques, BDPs
Attend and coordinate account visits to New York 's Market Week.
Gather industry information on in store training, contests, product seeding, events, market shifts, BDPs and provide to NA Sales Director.
Proactively educates FHR on the National account trends by channel and works with the appropriate groups to ensure Oakley leads.
Work with Tech Reps to:
- Determine vendor day opportunities and plan events
- Communicate merchandising story and strategy to Tech Rep Manager
- Evaluate competitive landscape and provide information to NA Sales Director
Identify key ambassadors within accounts.
Attend account events (department store trunk shows, VIP customer events).
Deepen relationships with buyers and associates to capture all available in-store opportunities.
Deliver Monthly financial forecast guidance.
Ensure NA Sales Associates fulfill all account needs - order entry, A/R, A/P, backorder, late deliveries, etc.

QUALIFICATIONS REQUIRED:
Bachelor's Degree.
At least 4 years experience in the field.
Successful track record in proactively leading and directing the work of others.
Strong understanding of Best-in-Class field concepts, practices and procedures.
Deep knowledge of National account and Dept. Store competitive landscape inclusive of product categories, industry, retail math and competition.
Expert knowledge of quantitative analytics & presentation preparation and delivery (expert at Excel, PowerPoint).
Rely on extensive experience and judgment to plan and accomplish goals.
Strong experience in positions or assignments with a wide degree of creativity and latitude.
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