O+O Key Account Management Lead

Key Responsibilities

1. Strategic Planning & Target Setting

Define Luxe targets broken down by Account and Brand, informed by Joint Business Plans (JBPs) and prioritized sales goals across accounts and channels. Shape account strategy through a BU/Brand lens, both during negotiations and in day-to-day account management.

1. Performance Insights & Reporting

Formulate and share top-down insights based on account performance and analytics. Synthesize category views across brands within each retailer.

1. Account & Stakeholder Management

Support senior leadership in top-to-top negotiations at key accounts. Lead regional accounts (Sephora, Shopee, Lazada, TikTok Shop) end-to-end—including negotiations, planning, target-setting, JBPs, Quarterly Business Reviews (QBRs), and country-level escalations. Own full end-to-end management of the Sephora account.

1. Commercial & Financial Ownership

Own the Account P&L, incorporating input from brands and direct reports to ensure commercially viable models. Oversee trade spend-related activities across the gross-to-net chain (e.g., markdowns, return authorizations).

1. Trade & Activation Execution

Lead TWWT analysis and execution. Translate the O+O commercial plan into an online activation plan for the account, applying a BU/Brand lens in close collaboration with the CMO and Business Unit.

1. Team Leadership & Capability Building

Coach and lead CGO teams to elevate retailer partnerships through formal training, one-on-one coaching, and building a community for best-practice sharing and inspiration.

Key Counterparts & Stakeholders

• BU GMs (Business Unit General Managers)
• Online Shopper Experience Team
• Business Development Team
• Business Planning & Commercial Transformation (CGO)
• Category Leads
• Chief Marketing Officer (CMO)

Ideal Candidate Profile

Experience: 7–10 years of relevant experience managing key accounts, Scope of Responsibility: Proven track record in leading and supporting all key accounts across countries