Associate Manager, Customer Business

At Revlon, we create beauty innovations for everyone that inspire confidence and ignite joy every day.

Breaking beauty boundaries is in our company’s DNA. Since its game-changing launch of the first opaque nail enamel in 1932 (and later, the first long-wear foundation), Revlon has provided consumers with high-quality product innovation, performance, and sophisticated glamour.

Elizabeth Arden made waves as a woman-led beauty company in the 1920s. In 1931, Almay became the original hypoallergenic, fragrance-free beauty brand.

Today, Revlon resiliently continues its legacy as a leading global beauty company. Our diverse portfolio which consists of some of the world’s most iconic brands and product offerings in color cosmetics, skin care, hair color & care, personal care, and fragrances is sold around the world through prestige, professional, mass, and direct-to-consumer retail channels.

These brands include Revlon, Revlon Professional, Elizabeth Arden, Almay, American Crew, CND, Cutex, Mitchum, Sinful Colors, Creme of Nature, Britney Spears, Christina Aguilera, John Varvatos, Juicy Couture, Ed Hardy and more.

We honor our heritage, embrace change, and applaud diversity. We champion our employees and celebrate our consumers.

We are Revlon, together, transforming beauty.

Position Overview :

Responsible for developing, executing, and fostering a collaborative business partnership between Revlon’s Cosmetics (Revlon & Almay), Hair Color (Colorsilk), AP / DEO (Mitchum), Cutex and Sinful Colors brands and 3rd party brokers and customers that deliver volume, share and profit objectives for Revlon, and contribute to the customer’s total category growth.

Through a total understanding of customer and company business objectives, candidate will be capable in developing a cohesive vision, business strategy, and action plans that will deliver, with excellence, the agreed-to business results.

Responsible for challenging the status quo to develop new go-to-market opportunities and obtain widespread support by working effectively with others.

Ability to infiltrate across the customer and Broker organization, including merchandising, marketing, supply chain and finance at the appropriate levels, institute agreed to business principles, and have regular contact.

Collaborates with cross-functional team resources, as appropriate, to execute the business plan. Functions as the lead interface between US Region and broker relationship on related issues and market conditions for assigned customers.

Develops, implements, and monitors Revlon’s Business Plan with 3rd party broker(s) and customers in a defined Market

• Utilizes strong customer focus to understand key drivers of business and action customer needs
• In conjunction with 3rd party broker(s), collects business, sale, and market trend data to analyze and determine new business opportunities
• With support from broker(s), utilize syndicated / customer data to ensure sales, share & financial targets are achieved
• Monitor of GSV shipment forecasting as well as consumption forecasting
• Track and analyze weekly / monthly results to determine progress against plan and identify gaps and opportunities to proactively manage obstacles
• Creates Close the Gap plans where required
• Effectively communicate key sales / product / strategy information to Broker(s) and represent Revlon in Broker(s) and customer meetings
• Establish strong collaborative business relationships and have regular communication with leaders at the Broker(s) and the customer

Manages development of Omni-Channel Strategies

• Weekly internal communication to account for results and gap closing actions
• Pro-actively works with all internal and external contacts to ensure best in class execution of business plan to achieve business goals
• Develops and implements business building strategic plans to capitalize on opportunities and mitigate risks
• Integrates Revlon’s corporate strategy with customer’s go-to-market strategy
• Educates Revlon management on Customer’s progress, strategy, and future visions
• Contributes point of view and develop plans as a key member of CBD Team

Manage the Customer(s) via Broker(s) in a defined market

• Understands information needed by Broker(s)- planning / execution needs and lead times
• Manages the flow of information to / from Broker(s) team; including but not limited to : Seasonal resets (coordinating fixtures / graphics), new item sell-in presentations, key promotional events and display opportunities, corporate promotional guidelines / restrictions
• Leverage Broker(s) tools and resources, such as syndicated data to optimize decision making
• Establish performance measures and ensure effective performance by Broker (motivating, feedback, corrective action)
• Analytical support to access opportunities and pro-actively manage obstacles
• Partner with Broker(s) to effectively develop and delivery KPI’s

Develop and facilitate internal and external relationships in support of the business objectives

• Internal - Contribute point of view and develop retail action plans to improve shelf conditions and become more efficient with internal teams listed below :
• Sales Insights and Strategies Team
• Marketing
• Customer Marketing
• Finance
• Logistics and Inventory Management
• External Key strategic alignment / influence with external teams listed below
• Category Management
• Personalization Team
• Store Operations
• Finance

Manage the Market Development Fund (MDF) for the customer’s brands to ensure account profitability

• Determines financial needs based on business plans and ROI analysis
• Analyzes payback on incremental investment required
• Gains authorization for investment
• Tracks actual investment vs. plan to ensure budget adherence
• Processes account claims on an on-going and timely basis
• Manages the customer P&L to meet objectives set forth by CBD Leadership

In conjunction with Inventory planning and Logistics team work to mitigate returns risk

• Manage timely shut off of discontinued SKUs based on customer inventory
• Implement markdowns where there is a financial benefit

Execute Long Range Planning and Annual Joint Business Plans That Incorporates Company and Customer Timelines to Ensure Maximum Execution and Volume from Joint Efforts to Include

• Developing long-term, profitable, and sustainable growth across Revlon and Customers KPIs
• Prioritizes business objectives and initiatives to deliver maximum growth
• Managing departmental budget ( T&E, etc.) efficiently to assigned targets
• Responsible for the tracking of volume and making appropriate business decisions to meet agreed to P&L targets
• Prioritizes business objectives and initiatives to deliver maximum growth

Knowledge, Skills and Education :

Performs other related duties as required.

• Bachelor’s Degree Required
• 2+ years direct selling experience within CPG industry (Cosmetics, specific applicable Channel experience preferred). Previous broker management sales experience a plus.
• Strategic Thinking
• Demonstrated ability to identify both short and long range sustainable growth opportunities based on in-depth understanding of both company and customer strategies.
• Strong analytical skills and experience converting analytical information into Sales tools to promote sales and profit goals within customer business plans.
• Demonstrated ability to take appropriate risks as part of a comprehensive long-range growth plan.
• Execution (Initiative & Follow-Through)
• Ability to drive for results and flawless execution
• Ability and desire to operate as a hands-on operational leader (in addition to strategic responsibilities)
• Maintain accuracy for assigned product categories (Within Revlon - includes Brand Drivers for assigned product categories and MDF planner maintenance)
• Demonstrated success of proactively planning and delivering results
• Demonstrated ability to ensure a plan is followed through to completion and corresponding success
• Innovative and creative mindset
• Experience developing successful new business building ideas based on total understanding of the customer’s business drivers and go-to-market strategies.
• Problem Solving
• Ability to communicate with presence to assigned Customers and Revlon management.
• Ability to communicate effectively, actively and cross-functionally to ensure thorough understanding of programs, customer needs, and competitive activity.
• Advanced Word, Excel, PowerPoint, and Adobe Acrobat skills necessary.

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