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Req ID




Req ID:  88240
Function:  Sales
Posted:  May 25, 2023

London, LND, GB, SW19 4DR

Senior National Account Manager- Ecommerce





We’re Coty, a global leader in beauty. We’re #1 in the world for Fragrance and #3 in the world in Colour Cosmetics with a portfolio of brands that have been known and loved for generations.

Our iconic portfolio of more than 77 brands are sold in over 150 countries around the world. We believe in beauty with a purpose and brands that inspire, no matter where they are in the world. We have some of the most well-known brands in the categories of Fragrances, Colour Cosmetics and Skin & Body Care including Gucci, Chloé, Calvin Klein, Burberry, Marc Jacobs, Sally Hansen, philosophy, Adidas, Rimmel, Max Factor, COVERGIRL and the list goes on and on!

Coty is committed to building a workforce that is as diverse as the communities we serve. Hiring people with different backgrounds and experiences helps us build better products, better serve our users, and build a diverse and inclusive workplace.



 Business Planning

  • Review Company Reports to build an understanding of customer objectives and direction
  • Plan, develop, agree and implement an annual Joint Business plan with the specified customer
  • Design an annual promotional programme in liaison with UK Marketing and Trade Marketing to deliver national marketing plan, sales objectives, customer and consumer needs
  • Maximise commercial value of consumer insight data from IRI, NPD, TGI etc.
  • Agree monthly support packages with customers in liaison with UK Trade Marketing and Content, Activation and Media Teams
  • Review pre and post promotional activity analysis to maximise key learnings


Financial responsibilities

  • Manage monthly, quarterly and annual sales forecasts and provide rationale to Sales Controller.
  • Provide weekly latest estimates on sales projections to the Sales Controller with confirmation of upsides and action plans to alleviate shortfalls
  • Manage Gross to net controls to optimise profitability
  • Manage an investment plan to drive consumer awareness whilst maximising profitability
  • Deliver maximum consumer engagement from trade investment


Forecasting/Supply Chain

  • Build contacts with the forecasting and supply chain teams within the customer to work together to manage the most cost effective supply chain delivering all potential operational efficiencies


People Management

  • Manage the Sales Team: 2 NAMs
  • Set annual individual objectives
  • Monitor performance and recognise positive behaviour and provide coaching in areas of need
  • Manage the recruitment process for the Key Account Sales team



  • Agree listings for all new products and brands as appropriate
  • Negotiate cost price changes with the customer as appropriate
  • Submit all cost price change paperwork to the account and internally in an accurate and timely manner
  • Agree additional distribution/space for Coty brands when appropriate


Strategic Planning

  • Build strategic plans to build specified categories of business within the customer to deliver short and long term company, customer and consumer objectives
  • Develop strategic projects with the customer to ensure future growth of the business
  • Liaise with the Senior buying teams at the customer to maximise the trading relationship.




  • Ecommerce management: Advanced (minimum 5 years)
  • Planning & monitoring: Advanced
  • Analytical skills: Advanced
  • Consumer / shopper insights: Advanced
  • Communication & influencing: Advanced
  • Negotiation & sales management: Advanced
  • P&L management: Advanced
  • Budget planning: Advanced
  • Customer management: Advanced Communicates effectively & delivering impactful presentations
  • Retail media: prior experience commercializing RM beneficial
  • Shows a strong sense of individual accountability and able to work with autonomy
  • Is a change champion and pioneers new ideas and approaches
  • Committed to deliver results and goes after the stretch target
  • Has a flexible approach and adapts to challenges and changing priorities as needed
  • Makes fast decisions balancing intuition and facts




Country/Region:  GB
City:  London